Strategy & Operations Manager - Demand Gen Programs (APJ)

The impact you'll have

• Own Demand Gen Programs for all of APJ. That includes outcomes and inspection, metric design, measurement and reporting, governance, benchmarking, enablement, content strategy and change management.
• Shape the AI demand gen product roadmap. Bring field feedback and APJ needs to the product team. Feed the platform the content, criteria and plays that make it Databricks' core demand gen engine for both Sales and Sales Development.
• Drive prioritization and alignment. Run regular cadences with Sales Development and Sales Strategy leaders across APJ to gather feedback, set priorities and run programs, including SPIFs, contests, pipeline reviews and reporting reviews.
• Own reporting and inspection. Build the data foundation and the executive- and field-facing reporting that shows what works and what doesn't across sequences, tactics, personas, segments and markets. Turn that reporting into clear decisions, not just dashboards.
• Own sequence governance. Standardize, audit and manage Outreach sequences on an ongoing basis, both AI-driven and manual. Review design and effectiveness centrally, retire underperformers and scale what works.
• Be a force multiplier. Bring fresh thinking to old problems, build AI-powered toolkits and workflows that scale beyond you, and raise the technical bar for the whole team.
• Connect the pieces. Integrate demand gen programs with broader Sales, Marketing and Industry programs so the field gets one coherent motion. Own the feedback loop between the field, the programs and the platform.

What success looks like

• First 30 days: You know the APJ Sales Development org, its leaders and the current program portfolio. You've set up a regular operating cadence with regional leadership, baselined the core program metrics, and delivered at least one quick win, such as a cleaned-up sequence library or a new inspection view.
• First 90 days: You've launched agentic plays tuned to APJ markets, run structured A/B tests that produced clear learnings, and set up a trusted, single source of truth for program reporting across the region.
• First 9 months: Scaled, AI-native demand gen is the default operating model in APJ. Coverage, conversion and xDR productivity have improved measurably, and the playbooks you built are being reused in other regions.

What this role isn't

• Not a pure strategy role. If you want to think but not execute, this isn't the role for you. The operational work (cadences, reporting, governance) isn't optional. It's where much of the impact comes from.
• Not a role for maintaining the current model. We need someone who will challenge how demand gen works in the age of AI and rebuild it from first principles.
• Not a role for anyone uncomfortable with volume, ambiguity or pace. These programs touch the entire APJ Sales Development org, and the pace of work reflects that.

What we look for

• AI fluency is non-negotiable. AI tools are part of how you work every day. You can show where they've multiplied your output.
• A "built something from nothing" background. Strong examples include program or GTM strategy at a hypergrowth company, owning Sales Development or demand gen programs, or consulting followed by hands-on operating experience. We want people who thrive where no playbook existed yet, and who wrote one.
• Exceptional attention to detail and instinct for data integrity. The role needs consistent, high-quality delivery: accurate exec-facing work, on-time delivery, honest status and zero-defect output. You spot discrepancies, trace them to the root cause, and won't ship a number you can't defend.
• Program ownership. You want to do the operational parts of the job, not just design them.
• A strategic view of high-volume demand gen. You have a point of view on how scaled coverage, AI pilots and programmatic engagement should work. You want to redefine the demand gen operating model, not maintain it.
• Comfort with ambiguity. The role doesn't come with a finished playbook. The right person is energized by that, not thrown by it.
• Technical depth. You're strong in SQL, comfortable with newer data and AI tools (Databricks SQL, Genie, custom agents), and learn fast. You can translate business needs into technical requirements and back again.
• A "get it done" attitude. You can set program strategy and also execute it with close attention to detail.
• Collaboration. You do well in collaborative teams.
• Regional and cross-cultural range. You've worked across APJ markets or with distributed, multicultural teams. You're comfortable working across time zones and adapting programs to local buying behavior.
• Excellent spoken and written communication. You present regularly and confidently to senior leaders from many cultures. You produce leader-ready decks, executive summaries and quantitative business cases.
• GTM tools proficiency. hands-on experience with Outreach, Salesforce or similar sales engagement and CRM tools; experience designing experiments or A/B tests; experience in data, AI or enterprise software sales.