Sales Leader, Commercial

Databricks · United States

Open 1 day

Account Growth: you grow customers the company already has (upsell, cross-sell, renewals).

Base: Not disclosed
OTE: Not disclosed
Posted: 2d ago

Still open · checked 2h agoon Databricks's careers page

Apply on Databricks →

The job

What you'd do

Lead a team of salespeople who help medium-size companies that already use the product buy more of it and find new ways to apply it. Your team works with existing customers, not brand-new ones.

What you'd sell

Helps companies put all their data in one place and use it

When a company wants answers from its data, the numbers usually sit in dozens of separate systems. The problem is, pulling them together takes weeks, and by then the answer is old. Databricks keeps a company's data in one place where teams can run reports and build AI on it, so decisions get made on fresh numbers.

In plain English, from their own job posts. Something wrong? Tell me · More AI & data companies →

Who you'd sell to

Not stated in the posting.Ask: “Who's the economic buyer, and who else is in the deal?”

Where deals come from

Not stated in the posting.

The Braun Read

Proceed with caution

A few things here deserve a hard look before you spend time on it.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle. Ask about all five.
Time on market: Brand new.
Company hiring: Ramping up: posted 39 sales roles in the last 30 days. That many open roles can also mean churn. Ask how many reps are still there from last year.

Red lights

Pay. No pay listed at all.

Green lights

None spotted.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
Who's the economic buyer, and who else is in the deal?
Selling to a CFO and selling to a developer are different jobs.
4.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
5.
Where does pipeline come from: inbound, SDRs, or me?
Tells you how much of your week is prospecting versus selling.

Before You Apply

Find out where you fit, and where you don't, before you hit submit.

Why I built it this way ↓

Most résumé tools try to make you look like a match. I'd rather help you find out if you are one.

Nothing made up.
Nothing goes on your résumé that you didn't do. If a line would need a number you didn't give me, I ask. I don't guess. On Braun Board it's checked in code, not just promised.
Curiosity before conclusions.
If the job wants something your résumé doesn't show, I ask before I assume. Plenty of sellers have done the thing and just never wrote it down.
Sorting, not selling.
Some jobs won't line up with what you've done. Finding that out before you apply isn't a loss. It's an hour back, spent on a job that fits.
No score.
A match score tells you how well you copied their words. It doesn't tell you whether you'd be good at the job, or happy there.

It's the same way I teach selling. We don't control who says yes. We do control where we spend our time, and whether everything we say is true.

Josh

1 Is the job worth it?

Proceed with caution. A few things here deserve a hard look before you spend time on it.

No pay listed at all.

Might be worth asking about this before you spend an hour on a tailored résumé.

See the full Braun Read

2 Where you fit

Upload once, see where you fit on any job.

What people say about working at Databricks ↓

Got an offer from Databricks? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Rather talk it through? Call or text me: 954-695-0844 (text)

Full posting

P-1507 We are looking for a Sales Leader to join our growing Commercial sales organization. You will be responsible for overseeing and motivating a team of Account Executives dedicated to expanding and optimizing existing customer relationships across our Commercial segment. You will be measured by your team’s ability to drive platform adoption, accelerate consumption, uncover new workloads, and achieve net retention and expansion targets. We are looking for an execution-oriented leader who excels at consumption-based selling, account orchestration, and developing Account Executives into trusted advisors who can turn initial deployments into enterprise-wide standard platforms. The impact you will have: - Drive Consumption & Expansion Success: Own and exceed your team’s monthly, quarterly, and annual net expansion and platform consumption targets across the installed Commercial customer base. - Develop and Implement Account Growth Strategies: Lead the execution of strategic whitespace analysis, workload identification, and account development plans to maximize product usage and long-term customer value. - Build Trust-Based Relationships: Foster deep, multi-threaded relationships with customer stakeholders, executive sponsors, and cross-functional teams (including Solutions Architects, Customer Success, and Product). - Lead with Value & Business Outcomes: Enable your team to understand the technical and operational roadmaps of customers, tying increased platform usage directly to measurable business outcomes and ROI. - Empower Front-Line Growth Advisors: Coach your team to identify inflection points for usage growth, negotiate expansion commitments, and proactively mitigate churn risks throughout the customer lifecycle. What we look for: - 3+ years of experience leading high-growth B2B sales or account management teams within Data, AI, Cloud, or SaaS infrastructure environments. - Deep experience with consumption-based, usage-driven, or product-led expansion sales models. - Proven track record translating complex, technical architectures into tangible business value and operational ROI for mid-market C-suites and technical leadership. - Strong leadership capability to coach Account Executives on account planning, workload discovery, cross-selling/upselling, and multi-threaded stakeholder management. - High operational rigor around usage forecasting, health-metric monitoring, and pipeline management. - Polished executive presence with outstanding written and verbal communication skills. - Willingness to travel as needed (<25%) to co-sell and support high-impact expansion opportunities. - Bachelor’s degree required; MBA or advanced degree is a plus. About Databricks Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on LinkedIn, X, YouTube, and Instagram. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

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