Lakebase Sales Specialist

Databricks · United States

onsitefull-time3-6 years

posted 3d

<h1>Lakebase Sales Specialist</h1> **While candidates in the listed location(s) are encouraged for this role, candidates in other locations will be considered. We are hiring for multiple roles.** 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. <h2>The impact you will have</h2> <ul> <li>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.</li> <li>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.</li> <li>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.</li> <li>Run complex, multi-threaded sales cycles from discovery and value hypothesis through commercial negotiation and close, navigating executive, technical, and line-of-business stakeholders.</li> <li>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.</li> <li>Compete and win against legacy and cloud-native operational databases by leveraging our compete assets, benchmarks, and customer references.</li> <li>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.</li> <li>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.</li> <li>Enable the field by sharing Lakebase best practices, success stories, and sales motions with broader sales teams, helping scale Lakebase proficiency across the organization.</li> </ul> <h2>What success looks like in this role</h2> This role requires the ability to operate across two key motions simultaneously: <ul> <li>Establish top strategic focus accounts by engaging application development teams to create net-new intelligent applications leveraging Lakebase.</li> <li>Drive longer-term Postgres standardization and migration within Databricks' most strategic accounts.</li> </ul> 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: <ol> <li>Business ownership – Operate at a business-unit level by tracking revenue, pipeline, and key observations, and by identifying areas needing additional focus or support.</li> <li>Strategic account engagement