xponent.ai is an Australian Data & AI consulting and delivery company helping enterprises accelerate business value through Data and AI.

We partner closely with Databricks to help organisations modernise their data foundations and rapidly deliver business outcomes across Retail/Consumer Goods, Sports, Media and Entertainment, and Asset Intensive Industries.

Our ambition is not to become the biggest consulting company, but one of the most respected specialist Data & AI consulting and delivery firms, recognised for deep expertise, exceptional client experience, and measurable business outcomes.

As we enter our next phase of growth, we are looking for an exceptional Head of GTM & Strategic Partnerships to build and run our commercial operating system.

About the Role This is a highly visible role responsible for driving the execution of xponent.ai's Go-to-Market strategy.

Working closely with the CEO and leadership team and the Databricks ecosystem, you will orchestrate everything that turns strategy into market outcomes.

This role combines elements of:

GTM Leadership

Strategic Partnerships and Alliance Management

Sales Operations

Pursuit Management

Executive Program Management

If you enjoy bringing structure, momentum and accountability to ambitious growth plans, this role offers a unique opportunity to help build a quick-growing international consulting business.

Key Responsibilities Overview

Commercial Program Management – orchestrating multiple GTM initiatives with the discipline of a PMO.

Partner Success Management – treating Databricks (and future strategic partners) as customers to be nurtured, with clear growth plans, executive engagement and measurable outcomes including climbing up partner tier in line with our strategy

AI-enabled GTM Operations – using AI tools to improve proposal development, account research, campaign execution, CRM hygiene, meeting preparation and GTM reporting.

Build the operating system behind commercial excellence. Details:

Go-to-market Leadership: Own the execution of the company's GTM strategy.

Responsibilities include

- Translate quarterly business objectives into executable GTM plans.
- Drive execution across marketing,



partnerships and business development.
- Establish operating rhythms, KPIs and governance.
- Maintain GTM dashboards and executive reporting.
- Coordinate cross-functional execution.

Responsibilities include

CRM governance.

Pipeline reporting.

Opportunity analytics.

Monthly planning.

Strategic Partnership Management: Own xponent.ai's strategic ecosystem relationships.

Initially this will primarily focus on Databricks, with future expansion into Microsoft, Twilio Segment and consulting partners.

Responsibilities include

- Put in place a strategy and execute it to be a Silver Tier partner of Databricks in ANZ by Dec 2027

o Have a detailed blueprint for achieving this o Meticulously track the monthly progress o Own Databricks Partner development engagement o Own Databricks Partner Portal and its health, data accuracy, o Own joint GTM with Databricks o Develop key relationships for GTM in Databricks eco-system

Strategic Pursuit Management: Establish a disciplined, lean, agile pursuit management process and capability.

Responsibilities include

- Track strategic opportunities.
- Maintain account plans.
- Ensure executive follow-ups occur.
- Coordinate executive briefings.
- Support major client presentations.

Growth Operations: Build the operating system behind commercial excellence.

Responsibilities include

- CRM governance.
- Pipeline reporting.
- Monthly planning.

Executive Relationship Support: Support the CEO in executive engagement.

Responsibilities include

- Prepare executive briefing notes.
- Coordinate customer meetings.
- Manage follow-up actions.
- Support account planning.
- Track strategic relationships.
- Ensure momentum across executive pursuits. Success in the first 12 months

You will help establish xponent.ai as a disciplined, high-performing GTM organisation by:





Building robust pipeline for predictable growth

Achieving the target for new logo acquisition and order bookings

Creating a repeatable GTM operating cadence.

Attaining Silver tier status in Databricks partnership.

Increasing the quality and velocity of strategic pursuits.

Implement AI-powered GTM motion.

Helping grow a healthy pipeline across Australia and international markets.

What We're Looking For

Experience working with cloud ecosystem partners such as Databricks, Microsoft, AWS, Google Cloud or Snowflake or similar.

6–10 years of GTM experience in one or more of:

Data, Analytics, and AI Consulting

Cloud Partnerships

Product and Marketing Strategy, GTM experience

GTM Program Management

Enterprise Technology (Business Applications, Data, Analytics, AI, Product Management)

Strong executive communication skills.

Exceptional organisational capability

Experience managing cross-functional programs.

Highly Desirable

· Experience in Data, Analytics or AI consulting.

· Exposure to enterprise software ecosystems.

· GTM, Pipeline, and CRM ownership

· Technology Consulting background.

· Partner management experience.

· Knowledge of CRM platforms.

· Experience supporting executive leadership teams. You are someone who:

- Thinks strategically but executes relentlessly.
- Brings clarity to ambiguity.
- Creates momentum across multiple initiatives.
- Builds trusted relationships.
- Is highly organised without becoming bureaucratic.
- Naturally follows through.
- Communicates confidently with leadership and external stakeholders.
- Passion and skills in using and implementing AI/process automation in GTM.
- Is proactive rather than reactive. Why Join xponent.ai This is a unique opportunity to help build one of Australia's emerging specialist Data & AI consulting firms.

You'll work directly with experienced founders, senior industry leaders and strategic partners to shape the company's growth journey while playing a key role in strengthening our position within the Databricks ecosystem.

If you enjoy building, influencing and creating lasting impact, we'd love to hear from you.

📌 Head of GTM and Partnerships (India)
🏢 xponent.ai
📍 India