
You are an Account Executive at Databricks responsible for improving sales-process transparency across a strategic territory. Your region has 28 active enterprise opportunities, but pipeline reviews are inconsistent: some deals are tracked in Salesforce, technical milestones live in scattered notes, and executive sponsors complain they cannot tell which accounts are truly on track for a Lakehouse, Unity Catalog, or Mosaic AI expansion this quarter.
You have 6 weeks before QBR, and leadership wants a repeatable operating model that makes deal progress, risks, and next steps visible across Sales, Sales Engineering, Customer Success, and leadership. The working team includes you, 2 Sales Engineers, 1 Solutions Architect, 1 Customer Success Manager, and 1 Deal Desk partner.
The Regional Director wants cleaner forecast accuracy and fewer last-minute surprises. Sales Engineers want less admin work and clearer handoffs for Databricks demos, POCs, and security reviews. Deal Desk wants approval requests documented earlier. Customer Success wants expansion opportunities documented before close so onboarding can start quickly. These priorities compete because better documentation often adds overhead to already busy customer-facing teams.