Director, Lakebase Sales Specialists

Responsibilities

Drive Revenue Growth

• Own, manage, and exceed quarterly and annual consumption and booking targets for Lakebase within the region.
• Build and maintain a healthy pipeline across application modernisation, database consolidation, and operational workload opportunities.
• Support the team in replacing or consolidating legacy operational databases onto the Databricks platform.
• Execute and scale repeatable sales plays that drive land-and-expand adoption.

Lead and Develop the Specialist Team

• Recruit, hire, and manage a high-performing team of Lakebase Sales Specialists.
• Provide direct, hands-on coaching on complex deal strategy, technical qualification, and executive engagement.
• Foster a culture of accountability, execution, and customer focus.
• Partner with regional sales leadership to integrate specialists into account plans and territory strategies.

Execute the Developer and Platform Sales Motion

• Implement the global strategy for selling to application developers, platform engineering, and architecture organizations within the region.
• Enable the regional core field sales team to identify and qualify operational workload opportunities.
• Roll out discovery frameworks for application architectures, real-time systems, and transactional workloads.
• Lead architecture workshops and developer engagement initiatives to demonstrate business value.

Strategic Customer and Partner Engagement

• Establish trusted relationships with regional CIOs, CTOs, Chief Architects, and platform leaders.
• Position Databricks as an application data platform alongside its data and AI capabilities.
• Support strategic accounts pursuing application modernization or real-time digital transformation initiatives.
• Collaborate with cloud providers, systems integrators, and ISVs to accelerate adoption.

Provide Field Feedback to Product and GTM

• Serve as a feedback loop from the regional field to Product, Engineering, and Global Specialist Leadership.
• Provide structured insights on regional customer requirements, competitive dynamics, and blockers.
• Partner with Product Marketing to localize and refine messaging, positioning, and competitive differentiation.

Requirements

• Experience in enterprise software, SaaS, cloud platform, database, or developer platform sales.
• Experience directly managing high-performing enterprise sales or specialist teams.
• Demonstrated success executing specialised go-to-market motions or scaling new product lines within a matrixed organisation.
• Strong technical understanding of modern application architectures, including APIs, microservices, real-time systems, and distributed applications.
• Proven track record selling to CIO, CTO, architecture, and platform engineering organisations.
• Ability to co-sell and navigate complex, multi-stakeholder enterprise sales cycles alongside core account teams.
• Proven record of meeting or exceeding revenue targets in competitive markets.
• Ability to translate complex technical platform capabilities into tangible business value for executives and developers.
• Excellent communication, coaching, and presentation skills.

Benefits

• Databricks offers comprehensive benefits and perks tailored to employees in each region.