SLSQ327R328 Databricks is seeking a Lakebase Sales Specialists 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 within our Retail vertical 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 driving Lakebase activations and consumption 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 organization
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, account, & customer enablement: Align customers and the field on the value of Lakebase by equipping AEs and SAs with the messaging and execution motions needed to confidently own accounts without specialist intervention
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 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
Preferred qualifications Experience selling Postgres, operational databases, OLTP workloads, or transactional cloud database services, ideally within large or strategic accounts
Familiarity with data platforms, lakehouse architectures, and cloud ecosystems (AWS, Azure, GCP), including how operational databases fit within broader data and AI strategies
Understanding of reverse ETL, real-time decisioning, and operational analytics use cases, and how they drive value for customer-facing and internal applications
Exposure to AI-native and agent-driven applications that depend on low-latency, highly scalable operational data services
Prior experience in a high-growth, category-creating environment, helping shape new plays, messaging, and customer narratives
Experience collaborating with partners and ISVs to drive joint pipeline and co-sell motions
About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter , LinkedIn and Facebook
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