Lakebase Sales Specialist

Lakebase Sales Specialist
Databricks is seeking a Lakebase Sales Specialist to help customers modernise 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.

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 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 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 standardisation and migration  within Databricks' most strategic accounts

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, 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, and represent Databricks at key first- and third-party events.

What we look for

Relevant enterprise 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…