Lakebase Sales Specialist, Director

Responsibilities

• Drive new Lakebase revenue by identifying, qualifying, and driving Lakebase activations and consumption within a defined territory, partnering with regional Account Executives and account teams.
• Articulate Lakebase’s value to platform teams, developers, data teams, and central IT, including faster feature delivery, simplified operational data architectures, governance, and cost efficiency.
• Sell fully managed Postgres for intelligent applications and real-time, AI-driven operational workloads.
• Run complex, multi-threaded sales cycles from discovery and value hypothesis through commercial negotiation and close.
• Orchestrate proof-of-value initiatives 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 sales efforts 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 field through Lakebase best practices, success stories, and sales motions.
• Establish strategic focus accounts and engage application development teams to create intelligent applications using Lakebase.
• Drive Postgres standardization and migration within strategic accounts.
• Track revenue, pipeline, and business observations; identify areas needing additional focus or support.
• Engage priority accounts across the global DB700 and drive opportunities from initial engagement through successful outcomes.
• Equip account executives and solution architects with Lakebase messaging and execution motions.
• Contribute to internal forums and represent Databricks at relevant events.

Requirements

• 8+ 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 operational data’s role in AI and analytics strategies.
• Ability to sell to technical stakeholders, including developers, architects, and data engineers, as well as business stakeholders.
• Experience leading specialist or overlay sales motions in partnership 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.

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, AWS, Azure, and GCP.
• Understanding of reverse ETL, real-time decisioning, and operational analytics use cases.
• Exposure to AI-native and agent-driven applications using 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.