Lakebase Associate Director - Financial Services

Responsibilities

• Drive new Lakebase revenue by identifying, qualifying, and activating Lakebase consumption within a defined territory, partnering with regional Account Executives and account teams.
• Articulate Lakebase value to platform, developer, data, and IT stakeholders, emphasizing faster feature delivery, simpler operational data architectures, governance, and cost efficiency.
• Sell fully managed Postgres for intelligent applications and operational workloads.
• Lead complex, multi-threaded sales cycles from discovery and value hypothesis through negotiation and close.
• Orchestrate proof-of-value engagements and POCs for OLTP workloads, reverse ETL, and AI/ML applications with solution architects and specialists.
• Compete against legacy and cloud-native operational databases using benchmarks, competitive assets, and customer references.
• Build territory plans, launch plays, and co-selling motions with Product Management, Marketing, Customer Success, partners, ISVs, and GSIs.
• Enable account executives and solution architects through Lakebase best practices, success stories, messaging, and sales motions.
• Engage strategic accounts to create intelligent applications and drive Postgres standardization and migration.
• Track revenue, pipeline, and business observations; contribute to internal forums, AMAs, and industry events.

Requirements

• 7+ years of enterprise SaaS sales experience with consistent quota attainment in complex, multi-stakeholder deals.
• Experience selling data platforms, operational databases such as Postgres or MySQL, cloud-native DBaaS, or adjacent data and AI infrastructure.
• Strong understanding of cloud-native services, microservices, event-driven systems, and modern data and application architectures.
• Ability to sell to developers, architects, data engineers, product leaders, operations teams, and line-of-business owners.
• Experience leading specialist or overlay sales motions jointly with core Account Executives.
• Executive presence, including whiteboarding architectures and leading C-level conversations.
• Strong value-selling, business-case development, communication, storytelling, and negotiation skills.
• Bachelor’s degree or equivalent practical experience.

Nice-to-haves

• Experience selling Postgres, operational databases, OLTP workloads, or transactional cloud database services to strategic accounts.
• Familiarity with data platforms, Lakehouse architectures, AWS, Azure, and GCP.
• Understanding of reverse ETL, real-time decisioning, operational analytics, and AI-native or agent-driven applications.
• Experience in a high-growth, category-creating environment.
• Experience collaborating with partners and ISVs on joint pipeline and co-selling motions.

Compensation

• Zone 1-4 pay range: $292,500-$402,150 USD.
• Total compensation may also include annual performance bonus, equity, and benefits.