Lakebase Associate Director

Responsibilities

• Drive new Lakebase revenue by identifying, qualifying, and driving Lakebase activations and consumption within a defined territory, in partnership with Account Executives and the broader account team.
• Articulate Lakebase value to platform teams, developers, data teams, and central IT.
• Sell fully managed Postgres for intelligent applications and operational workloads.
• Run complex, multi-threaded sales cycles from discovery and value hypothesis through negotiation and close.
• Orchestrate proofs of value and POCs for OLTP workloads, reverse ETL, and AI/ML-driven applications.
• Compete against legacy and cloud-native operational databases using competitive assets, benchmarks, and customer references.
• Align opportunities to outcomes such as performance, developer productivity, time to market, cost reduction, and operational architecture simplification.
• Partner with Product Management, Marketing, Customer Success, and Partner teams on territory plans, launch plays, and co-selling motions.
• Enable broader sales teams with Lakebase best practices, success stories, and sales motions.
• Establish strategic focus accounts by engaging application development teams to create net-new intelligent applications.
• Drive Postgres standardization and migration within strategic accounts.
• Track revenue, pipeline, and key business observations.
• Engage priority accounts across the global DB700 and drive strategic opportunities 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

• Proven 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, and event-driven systems.
• Ability to sell to technical and business stakeholders.
• Experience leading specialist or overlay sales motions 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.
• Fluency in English and Italian.

Preferred Qualifications

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

Compensation

• Italy pay range: €194,000–€265,000 EUR.
• Total compensation may also include an annual performance bonus, equity, and benefits.