Prospecting Program Manager (APJ)

The shape of it

In the posting’s own words

We're hiring a Manager, Prospecting Programs to own prospecting programs across our APJ business. That covers markets as different as ANZ, Japan, Korea, India and ASEAN, each with its own buyers, languages and ways of selling. You'll be the APJ Sales Development organization's strategic and operational partner, and the role has three core pillars:

What it asks for · 12

• 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 prospecting 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 prospecting. You have a point of view on how scaled coverage, AI pilots and programmatic engagement should work. You want to redefine the prospecting 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.

What the job covers

• Own Prospecting 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 prospecting 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 prospecting 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 prospecting 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.

Tools and skills named

Words the posting leans on

• programs29×
• prospecting18×
• sales16×
• apj12×
• sales development9×
• prospecting programs8×
• run8×
• reporting7×
• strategy7×
• design6×
• markets6×
• content5×
• data5×
• field5×
• first5×
• plays5×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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