SLSQ327R384

Databricks is seeking aLakebase Sales Specialist Account Executiveto 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 foroperational workloadsandAI-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 revenueby identifying, qualifying, and closing Lakebase opportunities within a defined territory, in partnership with regional Account Executives and the broader account team.
Lead with outcomesfor key Lakebase personas - includingplatform teams and developers,data teams, andcentral 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 cyclesfrom discovery and value hypothesis through commercial negotiation and close, navigating executive, technical, and line-of-business stakeholders.
Orchestrate proof-of-value and POCsthat validate Lakebase's benefits for OLTP-style workloads, reverse ETL, and AI/ML-driven applications, in partnership with solution architects and specialists.
Compete and winagainst legacy and cloud-native operational databases by leveraging our compete assets, benchmarks, and customer references.
Align to measurable business outcomessuch as performance, developer productivity, time-to-market for new features, cost reduction, and simplification of the operational data landscape.
Partner cross-functionallywith 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 fieldby 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 acrosstwo key motionssimultaneously:

Establish top strategic focus accountsby engaging application development teams to create net-new intelligent applications leveraging Lakebase.
Drive longer-term Postgres standardization and migrationwithin Databricks most strategic accounts.

Candidates should demonstrate how they canact as a force multiplieracross 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 sellingdata platforms, operational databases (e.g., Postgres, MySQL, cloud-native DBaaS), or adjacent data/AI infrastructureto technical buyers and business leaders.
Strong understanding ofmodern 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 bothtechnical stakeholders(developers, architects, data engineers) andbusiness stakeholders(product leaders, operations, line-of-business owners).
Demonstrated experience leadingspecialist or overlay motions, working jointly with core Account Executives to create and progress opportunities.
Executive presence with the ability towhiteboard architectures, lead C-level conversations, and build trust with senior decision makers.
Strongvalue sellingskills: adept at discovering pain, building a business case, and tying technical capabilities to clear, quantified outcomes.
Excellentcommunication, storytelling, and negotiationskills, with comfort presenting to both large and small audiences.
Bachelor's degree or equivalent practical experience.

Preferred qualifications

Experience sellingPostgres, operational databases, OLTP workloads, or transactional cloud database services, ideally within large or strategic accounts.
Familiarity withdata platforms, lakehouse architectures, and cloud ecosystems(AWS, Azure, GCP), including how operational databases fit within broader data and AI strategies.
Understanding ofreverse ETL, real-time decisioning, and operational analyticsuse cases, and how they drive value for customer-facing and internal applications.
Exposure toAI-native and agent-driven applicationsthat depend on low-latency, highly scalable operational data services.
Prior experience in ahigh-growth, category-creating environment, helping shape new plays, messaging, and customer narratives.
Experience collaborating withpartners and ISVsto drive joint pipeline and co-sell motions.

Lakebase Specialist Sales