Sales Scale Enablement Lead

SLSQ227R675

While candidates in the listed location(s) are encouraged for this role, candidates in other locations will be considered.

Databricks is scaling fast across the Americas, and how we sell at scale is a growing advantage. This role owns sales enablement for the Scale motion in AMER, focused on the America’s Emerging Enterprise Business (AEEB) segment, where the win comes from coverage and repeatability across hundreds of Account Executives rather than deep support of a few named accounts. You will build the Scale playbook: the programs, plays, and tooling that make every AE in the motion able to qualify, position, and advance Databricks in high-velocity, high-volume selling. You are the Scale counterpart to the Depth sales enablement lead (a peer role at the same level), and together you render the team's horizontal plays into the two motions the field actually runs.

You will own the enablement relationship with AEEB sales leadership, translate their priorities into a prioritized enablement roadmap, and report field readiness and impact into their business reviews. This is a senior individual-contributor role: you will lead through the plays you build, the programs you ship, and the influence you carry with senior stakeholders, not through direct reports.

What You'll Do

• Own the AMER Scale-motion sales enablement strategy for AEEB, from foundational onboarding through advanced selling motions, built for coverage across the full AE population, not one account at a time.
• Build the Scale playbook using the Global Bill of Materials (BOM): take global enablement content and render it into the Scale motion, adapting for AEEB's velocity, buyer, and competitive landscape. Work with Global Sales Enablement to close BOM gaps.
• Render horizontal plays into a Scale version: partner with the BU+1 enablement team, which owns the play spec and the horizontal thesis, and build the Scale rendering that lands the play across the motion.
• Ship scale programs and tooling that any AMER account in the motion can use: repeatable plays, self-serve content, AI role-plays, and programmatic onboarding, with a bias toward assets an AE can use in a live deal immediately.

• Own the AEEB sales leadership relationship: partner directly with the AEEB SVP and their leaders to align enablement priorities to segment strategy, surface gaps, and report field readiness and pipeline impact in monthly and quarterly business reviews.
• Drive consumption and pipeline outcomes by motion: connect enablement to enablement-influenced pipeline and pipe-gen attainment, not activity or completion.
• Triage global and cross-functional requests so the field is not drowned, prioritizing what moves the motion and routing the rest.
• Establish a two-way feedback loop with Global: capture what is breaking in the field and what is outperforming, channel friction back as recommendations and wins forward as proposals for new global programs, so Scale wins become the standard, not one-off local successes.
• Coordinate cross-pillar with Customer, Partner, and FE enablement peers, and with the Depth enablement lead, so Scale programs are integrated into the broader AEEB enablement motion, and resolve prioritization or scope conflicts through the team's Play Council.
• Define and track KPIs that measure the motion: coverage and reach across the AE population, enablement-influenced pipeline, consumption and pipe-gen attainment by motion, and ramp time for new AEs.
• Stay close to the field: spend time in live deals and coaching moments so what you build is sharpened against how the motion actually sells.

What We Look For

• 10+ years in sales enablement, revenue enablement, or a sales-facing role (sales, sales leadership, or GTM programs), with a track record of enabling teams at scale.
• Demonstrated ability to build successful enablement for a field of hundreds: you think about leverage, repeatability, and self-serve before you think about live delivery.
• Experience building sales plays, playbooks, and programs from a global content base and rendering them for a specific segment or motion, not just forwarding decks.
• Strong senior-stakeholder management: Experience partnering with SVPs and their leadership team as a trusted advisor, translating segment strategy into enablement priorities, and hold your own in a business review.
• A measurement mindset: you tie enablement to pipeline and consumption outcomes and can show impact, not just completion rates.
• Builder mentality: you default to building programs, tools, and automations, and use AI as a daily force multiplier to produce enablement assets faster.
• Excellent communication and influence skills: you drive alignment across peers and leaders without direct authority.
• Familiarity with high-velocity and volume sales motions, and comfort operating in a matrixed enablement organization.

Nice to Have

• Experience enabling a scale, commercial, or emerging-business segment (versus enterprise or named-account depth).
• Familiarity with the data and AI market and how technical products are sold.
• Experience with partner-motion or channel enablement.
• Prior experience in a regional or segment-aligned enablement role within a matrixed organization.
• Experience using AI tools to productize enablement content at scale.