Manager, Sales Development

SLSQ327R270

The Sales Dev AI Programs Team works directly with Databricks' Sales Development and Sales leadership to architect the world's elite top-of-funnel engine, empowering every xDR and AE with the prospecting tools and programs to convert market potential into predictable revenue.

We sit at the intersection of strategy, AI, and the field, and we own the programs that turn scaled, AI-native prospecting from an experiment into the operating standard.

We are looking for a Sales Dev AI Program Manager to own outcomes and inspection, metric design, measurement and reporting, governance, benchmarking, enablement, content strategy, and change management for an AI-first prospecting program that touches the entire go-to-market organization.

In this role, you will design and run the operating mechanisms that make the Scaled AI program work, executive cadences and risk oversight, prioritization with BDR managers and FLMs, sequence governance across AI and legacy Outreach, and the reporting and inspection that tells us what's working and what isn't. You deliver the day-to-day program management with exceptional rigor and never lose sight of how an AI-native prospecting model should be built from first principles.

Alongside Sales Dev leadership, you'll partner across AI Ops, Strategy Ops, Sales Programs, Marketing Ops, Enablement, GTM Analytics, and external technology partners to drive adoption, close the loop on user signals, and continuously raise the bar on program performance.

The ideal candidate is a self-starter with endless curiosity who can work cross-functionally to tackle complex problems end-to-end. We're looking for someone who is AI-fluent, operationally rigorous, strategic about how high-volume prospecting should operate, and biased toward redesigning workflows from first principles rather than maintaining legacy ones.

This is a unique opportunity to define what scaled, AI-native prospecting looks like at one of the fastest-growing companies in tech, and to set the blueprint for the industry.

The impact you'll have

• Own the Programs pillar for one of our four BUs, including outcomes & inspection, metric design, measurement & reporting, governance, benchmarking, enablement, content strategy, and change management.
• Co-run executive cadences and risk oversight: deliver regular updates to leadership on program health, pipeline pacing, and adoption, and surface risks early.
• Drive prioritization and alignment: run regular cadences with Sales Dev and Sales leaders to get feedback, prioritize and operate programs (SPIFs, contests, reporting reviews).
• Own reporting and inspection: build the data foundation and executive- and field-facing reporting that explains what works and what doesn't across sequences, tactics, and segments.
• Own sequence governance: standardize and audit Outreach sequences (AI and legacy) with central design plus a monthly efficacy review.
• Build community and adoption: turn passive users into advocates (AI Prospecting Council, advisory boards, personifying the agents, meeting users where they work) and drive field alignment, readiness, and adoption.
• Co-own field experience, and alignment with AI Ops, and partner across Sales Ops, Strategy Ops, Marketing Ops, Enablement, GTM Analytics, and IT.
• Be a force multiplier: bring fresh thinking to old problems, build AI-powered toolkits that scale, and raise the technical bar for the whole team.

What we look for

• AI fluency is non-negotiable. You use AI tools as part of your daily workflow as a multiplier.
• Strong preference for a "built something where there wasn't anything" background. Ideal profiles include program or GTM strategy at a hyper-growth company, sales development / prospecting program ownership, chief of staff at a growth-stage startup, and former consultants with operational experience. We want people who thrive where the playbook didn't exist yet, and built it.
• Exceptional attention to detail & data-integrity instinct. This role requires consistent, high-quality operational delivery: accurate exec-facing work, on-time delivery, status integrity, zero-defect output. You spot discrepancies, trace them to root causes, and won't ship a number you can't defend.
• Program ownership orientation. You want to do the operational parts of the job, not just architect them.
• Strategic mind for high-volume prospecting. You bring a perspective on how scaled coverage, AI pilots, partner-led motions, and programmatic engagement should operate and you want to redefine the prospecting operating model, not maintain it.
• Comfort with ambiguity. This role doesn't come with a complete playbook. The right candidate is energized by that, not destabilized.
• Strong technical depth including SQL, comfort with newer data tools (Databricks SQL, Genie, custom agents) and willingness to learn fast.
• "Get it done" attitude with the ability to architect program strategy AND operationalize it with high attention to detail.
• Excels in a collaborative environment with a high degree of honesty, integrity, and sound judgment. You document and teach what you build.
• Excellent spoken and written communication. Comfortable presenting to leaders regularly. You produce leader-ready decks, exec summary docs, and quantitative business cases.

What this role isn't

• Not a pure strategy role. If you want to think but not execute, this isn't the right role. The operational parts of the job, cadences, reporting, governance, aren't optional.
• Not a maintain-the-current-model role. We need someone who will challenge how prospecting operates in the age of AI and rebuild it from first principles.
• Not a role for someone uncomfortable with volume, ambiguity, or pace. The program touches the entire sales-development org, and the operating tempo reflects that.