Lakebase Sales Specialist

SLSQ
327R348
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.
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 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 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:
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)  to technical buyers and business leaders
Strong understanding of  modern data and application architectures , including cloud-native services,…