Sales Specialist - Lakebase
Databricks · Posted Oct 12
Data, analytics, machine learning, and generative AI intelligence platform services
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About the role
Databricks is the Data and AI company, and the Lakebase Go-To-Market team drives adoption of Lakebase, its fully-managed Postgres offering for intelligent applications and operational workloads. The team partners with regional Account Executives and with platform, application, and data teams to help customers modernize their operational data foundation and move away from a fragmented estate of point databases. This Sales Specialist Account Executive role owns identifying, qualifying, and closing Lakebase opportunities within a defined territory, running multi-threaded sales cycles and competing against legacy and cloud-native operational databases.
What you will do
- Drive new Lakebase revenue by identifying, qualifying, and closing Lakebase opportunities 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, multi-threaded 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 organization.
- Establish top strategic focus accounts by engaging application development teams to create net-new intelligent applications leveraging Lakebase.
- Drive longer-term Postgres standardization and migration within Databricks' most strategic accounts.
- 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
Skills used in this role
What the employer is looking for
- 7+ years of enterprise SaaS 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 analytics strategies.
- Ability to sell to both technical stakeholders (developers, architects, data engineers) and business stakeholders (product leaders, operations, line-of-business owners).
- Demonstrated experience leading specialist or overlay motions, working jointly with core Account Executives to create and progress opportunities.
- Executive presence with the ability to whiteboard architectures, lead C-level conversations, and build trust with senior decision makers.
- Strong value selling skills: adept at discovering pain, building a business case, and tying technical capabilities to clear, quantified outcomes.
- Excellent communication, storytelling, and negotiation skills, with comfort presenting to both large and small audiences.
- Bachelor’s degree or equivalent practical experience.
Preferred qualifications
- Experience selling Postgres, operational databases, OLTP workloads, or transactional cloud database services, ideally within large or strategic accounts.
- Familiarity with data platforms, lakehouse architectures, and cloud ecosystems (AWS, Azure, GCP), including how operational databases fit within broader data and AI strategies.
- Understanding of reverse ETL, real-time decisioning, and operational analytics use cases, and how they drive value for customer-facing and internal applications.
- Exposure to AI-native and agent-driven applications that depend on low-latency, highly scalable operational data services.
- Prior experience in a high-growth, category-creating environment, helping shape new plays, messaging, and customer narratives.
- Experience collaborating with partners and ISVs to drive joint pipeline and co-sell motions.
Benefits and support
- Compensation and benefits are detailed in the job posting
About Databricks
Databricks is a data and artificial intelligence company that provides a unified Data Intelligence Platform built on a lakehouse architecture. The platform combines data engineering, data warehousing, machine learning, and generative AI to help organizations manage and scale their data assets natively across major cloud providers. Founded by the original creators of Apache Spark, Databricks enables thousands of enterprises worldwide to power advanced analytics, business intelligence, and autonomous AI agents.
- Industry
- Data and AI Platform Software
- Company size
- 17300+ employees
- Founded
- 2013
- Location
- San Francisco, California, USA
- Funding stage
- Private Company
Funding
Private Company · $25.2B raised
- 2026-08-13Series L$5.0B
Leadership
Co-founder and Chief Executive Officer
Co-founder and Chief Technology Officer
Co-founder and Executive Chairman
Chief Financial Officer
Co-founder and Chief Architect
Recent coverage
Databricks Newsroom
Databricks Closes $5 Billion Strategic Funding at $190 Billion Valuation2026-08-13
Databricks Newsroom
Databricks Announces Strategic Funding at a $188 Billion Valuation2026-07-16
Databricks Newsroom
Databricks Accelerates Investments in Agent Bricks, Lakebase and Databricks Apps2025-12-16