Lakebase Sales Specialist

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 the broader account team.
• Lead with outcomes for platform teams and developers, data teams, and central IT, articulating how Lakebase helps customers 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 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.
• Orchestrate proof-of-value engagements and POCs for OLTP-style 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 including 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 broader sales teams by sharing Lakebase best practices, success stories, and sales motions.

Success Areas

• Business ownership: Track revenue, pipeline, and key observations while identifying areas needing additional focus or support.
• Strategic account engagement: Partner with account teams to engage priority accounts and drive strategic opportunities from initial engagement through successful outcomes.
• Field, account, and customer enablement: Equip account executives and solution architects with Lakebase messaging and execution motions.
• Market voice and thought leadership: Contribute to global AMAs and internal forums and represent Databricks at relevant events.

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 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 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 skills, including discovering pain, building business cases, and tying technical capabilities to quantified outcomes.
• Excellent 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 within large or strategic accounts.
• Familiarity with data platforms, lakehouse architectures, and AWS, Azure, and Google Cloud ecosystems.
• Understanding of reverse ETL, real-time decisioning, and operational analytics use cases.
• Exposure to AI-native and agent-driven applications that depend on low-latency, highly scalable operational data services.
• Experience in a high-growth, category-creating environment shaping new plays, messaging, and customer narratives.
• Experience collaborating with partners and ISVs on joint pipeline and co-selling motions.

Benefits

• Databricks provides comprehensive benefits and perks tailored to employees’ regional needs.