Lakebase Sales Specialist at Databricks

Databricks is looking for a Lakebase Sales Specialist to assist customers in modernizing their operational data foundation with Databricks Lakebase, our fully-managed Postgres offering for intelligent applications. This impactful role is part of the Lakebase Go-To-Market team and works closely with regional Account Executives to promote Lakebase adoption among platform, application, and data teams.

The Role

You will drive new Lakebase revenue by identifying, qualifying, and facilitating Lakebase activations and consumption within a designated territory, collaborating with regional Account Executives and the broader account team. Your focus will be on key Lakebase personas, including platform teams and developers, data teams, and central IT, demonstrating how Lakebase enhances feature delivery, simplifies operational data architectures, and improves governance and cost efficiency.

Responsibilities

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Sell the value of fully-managed Postgres for intelligent applications, positioning Lakebase as the best choice for operational workloads powering real-time, AI-driven experiences.

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Manage complex sales cycles from discovery to negotiation and close, engaging executive, technical, and line-of-business stakeholders.

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Organize proof-of-value and POCs to validate Lakebase’s advantages for OLTP workloads, reverse ETL, and AI/ML applications, in partnership with solution architects.

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Compete against legacy and cloud-native operational databases using our competitive assets, benchmarks, and customer references.

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Align with measurable business outcomes such as performance, developer productivity, and cost reduction.

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Collaborate cross-functionally with Product Management, Marketing, and Customer Success to shape territory plans and co-selling strategies with key ISVs and GSIs.

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Share Lakebase best practices, success stories, and sales motions with broader sales teams to enhance Lakebase proficiency across the organization.

What Success Looks Like In This Role

You will operate across two key motions simultaneously: engaging application development teams to create new intelligent applications using Lakebase and driving long-term Postgres standardization within Databricks' most strategic accounts.

Success In This Role Requires Strength In Four Areas

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**Business ownership**: Track revenue, pipeline, and key observations, identifying areas needing focus or support.

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**Strategic account engagement**: Partner with account teams to engage priority accounts and drive strategic opportunities.

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**Field, account, & customer enablement**: Equip AEs and SAs with the messaging and execution motions needed to confidently own accounts.

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**Market voice and thought leadership**: Develop an internal and external presence, representing Databricks at key events.

What We Look For

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Relevant enterprise sales experience, consistently exceeding quota in complex, multi-stakeholder deals.

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Proven success selling data platforms, operational databases (e.g., Postgres, MySQL), or adjacent data/AI infrastructure.

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Strong understanding of modern data and application architectures, including cloud-native services and how operational data supports AI strategies.

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Ability to sell to both technical and business stakeholders.

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Experience leading specialist motions and collaborating with core Account Executives.

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Executive presence and the ability to engage in C-level conversations.

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Strong value selling skills, excellent communication, and negotiation abilities.

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Bachelor’s degree.

Preferred Qualifications

This description outlines the core responsibilities and qualifications for the Lakebase Sales Specialist role. Responsibilities may evolve as the Lakebase product and go-to-market strategies develop.

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Experience selling Postgres, operational databases, or transactional cloud database services, particularly in large accounts.

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Familiarity with data platforms, lakehouse architectures, and cloud ecosystems (AWS, Azure, GCP).

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Understanding of reverse ETL, real-time decisioning, and operational analytics use cases.

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Exposure to AI-native applications that rely on scalable operational data services.

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Experience in a high-growth environment, shaping new plays and customer narratives.

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Collaboration with partners and ISVs to drive joint pipeline and co-sell motions.

About Databricks

Databricks is the Data and AI company. More than 20,000 organizations worldwide, including major brands like adidas, AT&T, and Mastercard, rely on the Databricks Data + AI Platform to build and scale data and AI applications. Headquartered in San Francisco, Databricks offers a unified platform that includes Genie, Lakebase, and Unity Catalog. To learn more, follow Databricks on LinkedIn, X, YouTube, and Instagram.

Benefits

At Databricks, we provide comprehensive benefits and perks to meet the needs of our employees. For specific details on benefits offered in your region, click here.

Our Commitment to Diversity and Inclusion

Databricks is committed to fostering a diverse and inclusive culture where everyone can thrive. We ensure our hiring practices are inclusive and meet equal employment opportunity standards. All individuals seeking employment at Databricks are considered without regard to various protected characteristics.

Compliance

If access to export-controlled technology or source code is required for job duties, it is at the Employer's discretion whether to apply for a U.S. government license for such positions, and the Employer may decline to proceed with an applicant based solely on this.