SLSQ327R354
Databricks is seeking a Lakebase Sales Specialist to help customers modernize their operational data foundation with Databricks Lakebase, our fully-managed Postgres offering for intelligent applications. This high-impact role sits within the Lakebase Go-To-Market team and partners closely with regional Account Executives to drive adoption of Lakebase with platform, application, and data teams.
Lakebase gives customers a unified, governed foundation for operational workloads and AI-native applications, helping them move away from a fragmented estate of point databases toward a modern, scalable, serverless Postgres service. If you want to be at the forefront of operational databases for AI and intelligent applications at one of the fastest-growing data and AI companies in the world, this is your opportunity.
The impact you will have:
- Drive new Lakebase revenue by identifying, qualifying, and closing Lakebase opportunities within a defined territory, in partnership with regional Account Executives and the broader account team.
- Lead with outcomes for key Lakebase personas — including platform teams and developers, data teams, and central IT — articulating how Lakebase helps them 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 as the optimal choice 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, navigating executive, technical, and line-of-business stakeholders.
- Orchestrate proof-of-value and POCs that validate Lakebase’s benefits for OLTP-style workloads, reverse ETL, and AI/ML-driven applications, in partnership with solution architects and specialists.
- Compete and win against legacy and cloud-native operational databases by leveraging our compete assets, benchmarks, and customer references.
- Align to measurable business outcomes such as performance, developer productivity, time-to-market for new features, cost reduction, and simplification of the operational data landscape.
- Partner cross-functionally with Product Management, Marketing, Customer Success, and Partner teams to shape territory plans, launch plays, and co-selling motions with key ISVs and GSIs.
- Enable the field by sharing Lakebase best practices, success stories, and sales motions with broader sales teams, helping scale Lakebase proficiency across the organisation.
What we look for:
- Extensive enterprise SaaS sales experience, consistently exceeding quota in complex, multi-stakeholder deals.
- Proven success selling data platforms, operational databases (e.g., Postgres, MySQL, cloud-native DBaaS), or adjacent data/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 how operational data underpins AI and analytics strategies.
- Ability to sell to both technical stakeholders (developers, architects, data engineers) and business stakeholders (product leaders, operations, line-of-business owners).
- Demonstrated experience leading specialist or overlay motions, working jointly with core Account Executives to create and progress opportunities.
- Executive presence with the ability to whiteboard architectures, lead C-level conversations, and build trust with senior decision makers.
- Strong value selling skills: adept at discovering pain, building a business case, and tying technical capabilities to clear, quantified outcomes.
- Excellent communication, storytelling, and negotiation skills, with comfort presenting to both large and small audiences.
- Bachelor’s degree or equivalent practical experience.
What success looks like in this role
This role requires the ability to operate across two key motions simultaneously:
- Establish top strategic focus accounts by engaging application development teams to create net-new intelligent applications leveraging Lakebase.
- Drive longer-term Postgres standardization and migration within Databricks' most strategic accounts.
Candidates should demonstrate how they can act as a force multiplier across multiple dimensions of the business.
Success in this role requires strength in four areas:
- Business ownership – Operate at a business-unit level by tracking revenue, pipeline, and key observations, and by identifying areas needing additional focus or support.
- Strategic account engagement – Partner with account teams to engage priority accounts across the global DB700, driving strategic opportunities from initial engagement through successful outcomes.
- Field enablement – Build and execute enablement plans that empower AEs and SAs to confidently carry the Lakebase conversation even when the specialist is not present.
- Market voice and thought leadership – Develop an internal and external presence by contributing to global AMAs and internal forums, and by representing Databricks at key first- and third-party events.
The interview process is designed to evaluate candidates across all four of these dimensions.
What we look for
- 7+ years of enterprise SaaS sales experience, consistently exceeding quota in complex, multi-stakeholder deals.
- Proven success selling data platforms, operational databases (e.g., Postgres, MySQL, cloud-native DBaaS), or adjacent data/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 how operational data underpins AI and analytics strategies.
- Ability to sell to both technical stakeholders (developers, architects, data engineers) and business stakeholders (product leaders, operations, line-of-business owners).
- Demonstrated experience leading specialist or overlay motions, working jointly with core Account Executives to create and progress opportunities.
- Executive presence with the ability to whiteboard a
SLSQ327R354
Databricks is seeking a Lakebase Sales Specialist to help customers modernize their operational data foundation with Databricks Lakebase, our fully-managed Postgres offering for intelligent applications. This high-impact role sits within the Lakebase Go-To-Market team and partners closely with regional Account Executives to drive adoption of Lakebase with platform, application, and data teams.
Lakebase gives customers a unified, governed foundation for operational workloads and AI-native applications, helping them move away from a fragmented estate of point databases toward a modern, scalable, serverless Postgres service. If you want to be at the forefront of operational databases for AI and intelligent applications at one of the fastest-growing data and AI companies in the world, this is your opportunity.
The impact you will have:
- Drive new Lakebase revenue by identifying, qualifying, and closing Lakebase opportunities within a defined territory, in partnership with regional Account Executives and the broader account team.
- Lead with outcomes for key Lakebase personas — including platform teams and developers, data teams, and central IT — articulating how Lakebase helps them 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 as the optimal choice 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, navigating executive, technical, and line-of-business stakeholders.
- Orchestrate proof-of-value and POCs that validate Lakebase’s benefits for OLTP-style workloads, reverse ETL, and AI/ML-driven applications, in partnership with solution architects and specialists.
- Compete and win against legacy and cloud-native operational databases by leveraging our compete assets, benchmarks, and customer references.
- Align to measurable business outcomes such as performance, developer productivity, time-to-market for new features, cost reduction, and simplification of the operational data landscape.
- Partner cross-functionally with Product Management, Marketing, Customer Success, and Partner teams to shape territory plans, launch plays, and co-selling motions with key ISVs and GSIs.
- Enable the field by sharing Lakebase best practices, success stories, and sales motions with broader sales teams, helping scale Lakebase proficiency across the organisation.
What we look for:
- Extensive enterprise SaaS sales experience, consistently exceeding quota in complex, multi-stakeholder deals.
- Proven success selling data platforms, operational databases (e.g., Postgres, MySQL, cloud-native DBaaS), or adjacent data/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 how operational data underpins AI and analytics strategies.
- Ability to sell to both technical stakeholders (developers, architects, data engineers) and business stakeholders (product leaders, operations, line-of-business owners).
- Demonstrated experience leading specialist or overlay motions, working jointly with core Account Executives to create and progress opportunities.
- Executive presence with the ability to whiteboard architectures, lead C-level conversations, and build trust with senior decision makers.
- Strong value selling skills: adept at discovering pain, building a business case, and tying technical capabilities to clear, quantified outcomes.
- Excellent communication, storytelling, and negotiation skills, with comfort presenting to both large and small audiences.
- Bachelor’s degree or equivalent practical experience.
What success looks like in this role
This role requires the ability to operate across two key motions simultaneously:
- Establish top strategic focus accounts by engaging application development teams to create net-new intelligent applications leveraging Lakebase.
- Drive longer-term Postgres standardization and migration within Databricks' most strategic accounts.
Candidates should demonstrate how they can act as a force multiplier across multiple dimensions of the business.
Success in this role requires strength in four areas:
- Business ownership – Operate at a business-unit level by tracking revenue, pipeline, and key observations, and by identifying areas needing additional focus or support.
- Strategic account engagement – Partner with account teams to engage priority accounts across the global DB700, driving strategic opportunities from initial engagement through successful outcomes.
- Field enablement – Build and execute enablement plans that empower AEs and SAs to confidently carry the Lakebase conversation even when the specialist is not present.
- Market voice and thought leadership – Develop an internal and external presence by contributing to global AMAs and internal forums, and by representing Databricks at key first- and third-party events.
The interview process is designed to evaluate candidates across all four of these dimensions.
What we look for
- 7+ years of enterprise SaaS sales experience, consistently exceeding quota in complex, multi-stakeholder deals.
- Proven success selling data platforms, operational databases (e.g., Postgres, MySQL, cloud-native DBaaS), or adjacent data/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 how operational data underpins AI and analytics strategies.
- Ability to sell to both technical stakeholders (developers, architects, data engineers) and business stakeholders (product leaders, operations, line-of-business owners).
- Demonstrated experience leading specialist or overlay motions, working jointly with core Account Executives to create and progress opportunities.
- Executive presence with the ability to whiteboard a
