Lakebase Sales Specialist, Associate Director

Responsibilities

• Drive new Lakebase revenue by identifying, qualifying, and closing opportunities within a defined territory alongside regional Account Executives and account teams.
• Engage platform, application, data, and central IT teams, articulating Lakebase’s benefits for feature delivery, operational data architecture, governance, and cost efficiency.
• Sell fully managed Postgres for operational workloads powering real-time and AI-driven applications.
• 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-driven applications with solution architects and specialists.
• Compete against legacy and cloud-native operational databases using competitive assets, benchmarks, and customer references.
• Tie technical capabilities to measurable outcomes such as performance, developer productivity, time to market, cost reduction, and architectural simplification.
• Partner with Product Management, Marketing, Customer Success, and Partners on territory plans, launch plays, and co-selling motions.
• Enable sales teams by sharing Lakebase best practices, customer stories, and sales motions.
• Establish strategic focus accounts by engaging application development teams to create intelligent applications with Lakebase.
• Drive Postgres standardization and migration within strategic accounts.
• Track revenue, pipeline, and business observations; engage priority accounts; execute field enablement plans; and contribute to internal and external thought leadership.

Requirements

• Strong 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 modern data and application architectures, including cloud-native services, microservices, event-driven systems, and operational data for AI and analytics.
• Ability to sell to technical stakeholders such as developers, architects, and data engineers as well as business stakeholders and senior decision-makers.
• Experience leading specialist or overlay sales motions in partnership with Account Executives.
• Executive presence, including the ability to whiteboard architectures and lead C-level conversations.
• Strong value-selling, business-case development, communication, storytelling, and negotiation skills.
• Bachelor’s degree or equivalent practical experience.

Preferred Qualifications

• Experience selling Postgres, operational databases, OLTP workloads, or transactional cloud database services to large or strategic accounts.
• Familiarity with data platforms, lakehouse architectures, and AWS, Azure, and Google Cloud ecosystems.
• Understanding of reverse ETL, real-time decisioning, and operational analytics use cases.
• Exposure to AI-native and agent-driven applications requiring low-latency, scalable operational data services.
• Experience in a high-growth, category-creating environment.
• Experience collaborating with partners and ISVs on joint pipeline and co-selling motions.

Compensation and Benefits

• Databricks provides comprehensive benefits and perks; benefits vary by region.