Lakebase Sales Specialist - MEA

Drives enterprise adoption and revenue for Databricks Lakebase, a managed Postgres service for operational and AI-native applications. The role requires complex SaaS sales experience, database or data-platform expertise, executive engagement, and specialist overlay selling with account teams.

About the job

Responsibilities

Drive new Lakebase revenue by identifying, qualifying, and driving Lakebase activations and consumption within a defined territory, partnering with regional Account Executives and account teams.
Articulate Lakebase value to platform teams, developers, data teams, and central IT.
Sell fully managed Postgres for intelligent applications and operational workloads.
Lead complex, multi-threaded sales cycles from discovery and value hypothesis through negotiation and close.
Orchestrate proof-of-value 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.
Tie Lakebase capabilities to performance, developer productivity, time-to-market, cost reduction, and operational data 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 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.
Engage priority accounts across the global DB700 and drive strategic opportunities from initial engagement 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, event-driven systems, and operational data supporting AI and analytics.
Ability to sell to technical stakeholders, including developers, architects, and data engineers, as well as business stakeholders.
Experience leading specialist or overlay sales motions 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, discovery, business-case development, communication, storytelling, and negotiation skills.
Bachelor’s degree or equivalent practical experience.

Nice-to-haves

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.
Exposure to AI-native and agent-driven applications requiring low-latency, scalable operational data services.
Experience in a high-growth, category-creating environment.
Experience collaborating with partners and ISVs on joint pipeline and co-selling motions.