Lakebase Associate Director

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.
• Articulate Lakebase outcomes for platform teams, developers, data teams, and central IT, 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 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 business outcomes such as performance, developer productivity, time to market, cost reduction, and simplification of operational data landscapes.
• Partner with Product Management, Marketing, Customer Success, and Partner teams on territory plans, launch plays, and co-selling motions with ISVs and GSIs.
• Enable field teams by sharing Lakebase best practices, success 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; identify areas requiring additional focus or support.
• Develop internal and external thought leadership and represent Databricks at relevant events.

Requirements

• Relevant enterprise sales experience with consistent quota attainment in complex, multi-stakeholder deals.
• Success selling data platforms, operational databases such as Postgres, MySQL, or cloud-native DBaaS, or adjacent data and 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 operational data’s role in AI and analytics strategies.
• 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 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.

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, or 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 shaping sales plays, messaging, and customer narratives.
• Experience collaborating with partners and ISVs on joint pipeline and co-selling motions.