# Lakebase Sales Specialist-MFG

**Company:** [Databricks](https://hotfix.jobs/companies/databricks)
**Location:** Remote
**Role:** Sales Engineering
**Experience:** 7+ years
**Skills:** Enterprise Saas Sales, Postgres, MySQL, Cloud-Native Dbaas, Data Platforms, Operational Databases, Oltp Workloads, AWS, Azure, GCP, Lakehouse Architectures, Reverse Etl, Real-Time Decisioning, Ai/Ml Applications
**Posted:** 2026-06-15

> Drive Lakebase (fully-managed Postgres) adoption and revenue within the Retail vertical by partnering with Account Executives to run complex sales cycles, lead POCs, and enable field teams on operational data and AI-native application use cases.

## Job Description

## The impact you will have

- Drive new Lakebase revenue by identifying, qualifying, and driving Lakebase activations and consumption within a defined territory, in partnership with regional Account Executives and the broader account team.
- Lead with outcomes for key Lakebase personas — including platform teams and developers, data teams, and central IT — articulating how Lakebase helps them ship features faster, simplify operational data architectures, and improve governance and cost efficiency.
- Sell the value of fully-managed Postgres for intelligent applications, positioning Lakebase as the optimal choice for operational workloads that power real-time, AI-driven experiences.
- Run complex, multi-threaded sales cycles from discovery and value hypothesis through commercial negotiation and close, navigating executive, technical, and line-of-business stakeholders.
- Orchestrate proof-of-value and POCs that validate Lakebase’s benefits for OLTP-style workloads, reverse ETL, and AI/ML-driven applications, in partnership with solution architects and specialists.
- Compete and win against legacy and cloud-native operational databases by leveraging our compete assets, benchmarks, and customer references.
- Align to measurable business outcomes such as performance, developer productivity, time-to-market for new features, cost reduction, and simplification of the operational data landscape.
- Partner cross-functionally with Product Management, Marketing, Customer Success, and Partner teams to shape territory plans, launch plays, and co-selling motions with key ISVs and GSIs.
- Enable the field by sharing Lakebase best practices, success stories, and sales motions with broader sales teams, helping scale Lakebase proficiency across the organization.

## What success looks like in this role

This role requires the ability to operate across two key motions simultaneously:

- Establish top strategic focus accounts by engaging application development teams to create net-new intelligent applications leveraging Lakebase.
- Drive longer-term Postgres standardization and migration within Databricks' most strategic accounts.

Success in this role requires strength in four areas:

- **Business ownership** – Operate at a business-unit level by tracking revenue, pipeline, and key observations, and by identifying areas needing additional focus or support.
- **Strategic account engagement** – Partner with account teams to engage priority accounts across the global DB700, driving strategic opportunities from initial engagement through successful outcomes.
- **Field, account, & customer enablement** – Align customers and the field on the value of Lakebase by equipping AEs and SAs with the messaging and execution motions needed to confidently own accounts without specialist intervention.
- **Market voice and thought leadership** – Develop an internal and external presence by contributing to global AMAs and internal forums, and by representing Databricks at key first- and third-party events.

## What we look for

- 7+ years of enterprise SaaS sales experience, consistently exceeding quota in complex, multi-stakeholder deals.
- Proven success selling data platforms, operational databases (e.g., Postgres, MySQL, cloud-native DBaaS), or adjacent data/AI infrastructure to technical buyers and business leaders.
- Strong understanding of modern data and application architectures, including cloud-native services, microservices, event-driven systems, and how operational data underpins AI and analytics strategies.
- Ability to sell to both technical stakeholders (developers, architects, data engineers) and business stakeholders (product leaders, operations, line-of-business owners).
- Demonstrated experience leading specialist or overlay motions, working jointly with core Account Executives to create and progress opportunities.
- Executive presence with the ability to whiteboard architectures, lead C-level conversations, and build trust with senior decision makers.
- Strong value selling skills: adept at discovering pain, building a business case, and tying technical capabilities to clear, quantified outcomes.
- Excellent communication, storytelling, and negotiation skills, with comfort presenting to both large and small audiences.
- Bachelor’s degree or equivalent practical experience.

## Preferred qualifications

- Experience selling Postgres, operational databases, OLTP workloads, or transactional cloud database services, ideally within large or strategic accounts.
- Familiarity with data platforms, lakehouse architectures, and cloud ecosystems (AWS, Azure, GCP), including how operational databases fit within broader data and AI strategies.
- Understanding of reverse ETL, real-time decisioning, and operational analytics use cases, and how they drive value for customer-facing and internal applications.
- Exposure to AI-native and agent-driven applications that depend on low-latency, highly scalable operational data services.
- Prior experience in a high-growth, category-creating environment, helping shape new plays, messaging, and customer narratives.
- Experience collaborating with partners and ISVs to drive joint pipeline and co-sell motions.

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