# Director, Lakebase Sales Specialist

**Company:** [Databricks](https://hotfix.jobs/companies/databricks)
**Location:** Tokyo, Japan, Toronto, Canada
**Role:** Sales Engineering
**Experience:** 8+ years
**Skills:** Enterprise Software Sales, SaaS, Cloud Platforms, Databases, Developer Platforms, APIs, Microservices, Real-Time Systems, Distributed Applications, Application Modernization, Databricks Lakebase, Sales Coaching, Go-to-Market Strategy, Executive Engagement, Pipeline Management
**Posted:** 2026-08-11

> Leads a regional team selling Databricks Lakebase for application modernization, database consolidation, and real-time workloads. The role combines specialist sales leadership, technical customer engagement, enterprise deal strategy, and cross-functional collaboration with Product, Engineering, and sales leadership.

## 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 modernization, 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 regional core field sales teams 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.

### Field Feedback to Product and GTM
- Serve as a feedback loop from the regional field to Product, Engineering, and global specialist leadership.
- Provide insights on regional customer requirements, competitive dynamics, and blockers.
- Partner with Product Marketing to localize and refine messaging, positioning, and competitive differentiation.

## Requirements

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

## Benefits

- Databricks offers comprehensive benefits and perks tailored to employees' regional needs.

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