Strategic Account Executive, Defense Industrial Base (DIB) at Databricks

SLSQ427R157 While candidates in the listed location(s) are encouraged for this role, candidates in other locations will be considered. As a Strategic Account Executive at Databricks, you are a seller who leads go-to-market campaigns with strategic Defense Industrial Base (DIB) partners and government programs. You know how to sell innovation and change by engaging technical leaders and line-of-business executives. You are passionate about bringing commercial technology to government programs and reducing time to market for cutting edge capabilities. Databricks is a leader in the Unified Data Analytics and AI space and is "battle tested”, trusted by Fortune 100 enterprises, federal agencies, and global defense contractors for mission-critical workloads, with documented capacity to manage petabyte-scale data and support tens of thousands of concurrent users. As we continue our rapid expansion, we’re looking for a creative, execution-oriented seller to join the Public Sector team and scale the Partner motion across the Defense Industrial Base. Reporting to our Director for Federal Service Integrators and Defense Industrial Base, you will be the key driver for activating joint solution selling and expanding Databricks’ footprint in the defense sector. You will come with an informed point of view on data platforms, AI/ML architectures, and application development which will shape the evolution of battle management and mission systems. The impact you will have: • Build executive relationships with CROs, Heads of Product, Line-of-Business leaders, program managers, and other critical stakeholders at defense industrial base primes such as Raytheon, Lockheed Martin, and Northrop Grumman • Evaluate and quantify modernization benefits for existing federal programs, from baseline current-state architectures and workflows to proposed target architectures on Databricks • Drive value-based growth (building joint business plans, co-sell motions, and end-customer activation) to create and close opportunities that expand Databricks consumption Required qualifications: • U.S. Federal programs and procurement familiarity. Deep understanding of programs of record and how government buys, e.g., FAR/DFARS, PPBE budget cycles, and common pathways (IDIQ/GWAC, OTA) • Architectural fluency. Ability to explain how Databricks integrates within a Defense Industrial Base-style enterprise architecture and align this to business outcomes; you will be paired with a Solution Architect who owns the reference architecture and technical build-out • DIB familiarity. Prior experience selling to or partnering with RTX, Lockheed Martin, Northrop Grumman, BAE, General Dynamics, Boeing or comparable defense primes • Executive selling breadth. Proven success selling to CROs, Heads of Product and Line-of-Business executives (beyond IT/CDO only) • Builder mindset. Comfortable operating with autonomy in fast-moving and sometimes ambiguous environments; you know how to create structure, drive alignment, and land results with limited oversight • Security clearance and experience handling classified or sensitive defense contracts • Excellent communication, value-storytelling and negotiation skills • Bachelor’s degree Preferred qualifications: • Familiarity with Databricks or similar data analytics platforms • Understanding of cloud platforms and data architectures relevant to defense workloads Pay Range Transparency Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected base salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipated utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here. Zone 1 Pay Range$272,000—$374,000 USDZone 2 Pay Range$272,000—$374,000 USDZone 3 Pay Range$272,000—$374,000 USDZone 4 Pay Range$272,000—$374,000 USDAbout Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. 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, please visit [Upgrade to PRO to see link] 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.