Sid Kumar, Head of Global GTM Strategy & Planning at Databricks, joins host Mudassar Malik on Behind the Growth to unpack what it really takes to design and run a connected go-to-market engine—one that aligns across marketing, sales, customer success, and operations, from first touch to renewal.

Sid shares hard-earned lessons from leading GTM functions at CA Technologies, Amazon, HubSpot, and now Databricks. He walks through what it means to think of go-to-market as a closed-loop system instead of a linear process, and why shared language, unified metrics, and functional accountability across the full customer lifecycle are non-negotiables at scale. Along the way, he explains how concepts like HubSpot’s “flywheel” and Amazon’s input-output discipline shaped how he approaches alignment, planning, and operating rhythm.

The conversation also tackles the balance between centralization and regional autonomy—particularly in planning and compensation design—and how Sid works to ensure standardization never disconnects from field realities. He talks about the role of regional GTM COOs and the importance of feedback loops from country-level teams back into global processes.

Finally, Sid dives deep into how AI is reshaping GTM workflows—from prospecting and rep productivity to strategic operations and RevOps. He shares clear use cases, practical advice, and a firm reminder to start with the workflows, not the tech. For enterprise leaders looking to modernize how their organizations go to market, this is a conversation worth pausing for.

Sid dives into topics like:
- AI’s role in RevOps strategy
- Connecting funnel stages into one system
- Centralizing planning without losing nuance
- Time-and-motion studies for workflow clarity
- How shared language drives accountability

Visit mobilelive.ca/podcast to learn more about each guest and read key insights for every episode.