Responsibilities

• Establish a startup-segment positioning and content framework used consistently across priority sales, partner, developer, field, and demand-generation programs, with adoption measured through program usage and stakeholder feedback.
• Meet or exceed agreed pipeline and consumption targets for priority startup accounts through integrated account-based, partner, venture, demand-generation, and field programs.
• Build an active venture and accelerator ecosystem that generates measurable portfolio reach, co-marketing activity, qualified opportunities, and sourced or influenced pipeline.
• Improve the conversion of startup evaluations into committed production spend by optimizing credits, trials, free-tier, and other product-led motions, measured through activation, conversion, and expansion rates.
• Increase awareness and technical credibility with startup founders, developers, and technical leaders, measured through target-audience engagement, community participation, content-assisted opportunities, and event outcomes.
• Equip go-to-market teams with startup-specific messaging, technical proof points, sales plays, and enablement that improve seller adoption and segment performance, including conversion, win rate, or sales-cycle metrics.
• Expand the segment’s customer and community proof through credible startup stories, technical content, speaking engagements, and investor or developer events that contribute to reach, engagement, and pipeline.

Requirements

• 7+ years of experience marketing technology to startups, developers, or the venture ecosystem, or equivalent experience building and scaling a venture-backed startup.
• A proven record of owning marketing strategy for a segment, product line, or go-to-market motion and delivering measurable pipeline, adoption, consumption, or revenue outcomes.
• Experience developing positioning, messaging, and content for complex technical B2B products and translating cloud, data, analytics, or AI/ML capabilities into clear customer use cases and business outcomes.
• Technical fluency in modern data and AI architectures, including the technologies and buying considerations relevant to model providers, agent frameworks, vector search, evaluation tooling, and production workloads.
• Demonstrated success building relationships with venture firms, accelerators, incubators, startup communities, customers, or strategic partners to drive awareness, co-marketing, adoption, or pipeline.
• Working knowledge of venture-backed company buying dynamics, including funding stages, budget and runway pressures, buying authority, and triggers that accelerate or stop infrastructure and AI platform decisions.
• Experience with product-led and consumption-based growth motions, including self-serve funnels, trials, credits, free tiers, and the path from technical evaluation to committed spend.
• Experience leading cross-functional programs and presenting credibly to founders, technical leaders, investors, sales teams, and partners while balancing strategic direction with fast, hands-on execution.

Benefits

• Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees.
• 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.