# Director, Lakebase Sales Specialists

**Company:** [Databricks](https://hotfix.jobs/companies/databricks)
**Location:** Sao Paulo, Brazil, Melbourne, Australia, Sydney, Australia, London, United Kingdom, Munich, Germany
**Role:** Sales Engineering
**Experience:** 8+ years
**Skills:** Lakebase, Databricks, SaaS, Cloud Platforms, Database Systems, Application Architecture, APIs, Microservices, Real-Time Systems, Distributed Applications, Enterprise Sales, Go-to-Market Strategy, Executive Engagement, Sales Coaching, Product Marketing
**Posted:** 2026-08-11

> Leads a regional team of Lakebase sales specialists, driving revenue growth, strategic enterprise engagements, and developer-platform sales motions. The role requires enterprise software sales leadership, technical fluency in modern application architectures, and experience managing complex multi-stakeholder deals.

## Job Description

## 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.

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