Lakebase Sales Specialist, Associate Director
Drives enterprise adoption and revenue for Databricks Lakebase, a managed Postgres service, through strategic account engagement, complex sales cycles, proof-of-value programs, and field enablement. Requires 7+ years of enterprise SaaS sales experience and strong knowledge of databases, cloud architectures, and AI applications.
About the job
Responsibilities
- Drive new Lakebase revenue by identifying, qualifying, and driving Lakebase activations and consumption within a defined territory, in partnership with regional Account Executives and account teams.
- Engage platform teams, developers, data teams, and central IT to articulate Lakebase outcomes, including faster feature delivery, simpler operational data architectures, improved governance, and cost efficiency.
- Sell fully managed Postgres for intelligent applications and operational workloads powering real-time, AI-driven experiences.
- Run complex, multi-threaded sales cycles from discovery and value hypothesis through commercial 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.
- Align opportunities to measurable outcomes such as performance, developer productivity, time to market, cost reduction, and operational-data simplification.
- Partner with Product Management, Marketing, Customer Success, and Partner teams on territory plans, launch plays, and co-selling motions.
- Enable the broader sales organization with Lakebase best practices, success stories, messaging, and sales motions.
- Engage strategic accounts, drive opportunities from initial engagement through successful outcomes, and contribute to internal and external thought leadership.
Requirements
- 7+ years of enterprise SaaS sales experience with a consistent record of exceeding quota in complex, multi-stakeholder deals.
- Proven success 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 stakeholders, and line-of-business owners.
- Experience leading specialist or overlay sales motions jointly with core Account Executives.
- Executive presence, including the ability to whiteboard architectures, lead C-level conversations, and build trust with senior decision-makers.
- 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 large or strategic accounts.
- Familiarity with data platforms, lakehouse architectures, and AWS, Azure, or Google Cloud.
- 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.
Benefits
- Comprehensive benefits and perks tailored to regional employee needs.
Skills
Postgres, MySQL, Dbaas, Oltp, Reverse Etl, AWS, Microsoft Azure, GCP, Microservices, Event-Driven Architecture, AI/ML, Lakehouse, Enterprise Saas, Value Selling
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