<p data-pm-slice="1 1 []">SLSQ327R354</p> <p>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.</p> <p data-renderer-start-pos="1800">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.</p> <p data-renderer-start-pos="2006"><strong data-renderer-mark="true">The impact you will have:</strong></p> <ul> <li>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.</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 organisation.</li> </ul> <p><strong data-renderer-mark="true">What we look for:</strong></p> <ul> <li>Extensive enterprise SaaS sales experience, consistently exceeding quota in complex, multi-stakeholder deals.</li> <li>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.</li> <li>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.</li> <li>Ability to sell to both technical stakeholders (developers, architects, data engineers) and business stakeholders (product leaders, operations, line-of-business owners).</li> <li>Demonstrated experience leading specialist or overlay motions, working jointly with core Account Executives to create and progress opportunities.</li> <li>Executive presence with the ability to whiteboard architectures, lead C-level conversations, and build trust with senior decision makers.</li> <li>Strong value selling skills: adept at discovering pain, building a business case, and tying technical capabilities to clear, quantified outcomes.</li> <li>Excellent communication, storytelling, and negotiation skills, with comfort presenting to both large and small audiences.</li> <li>Bachelor’s degree or equivalent practical experience.</li> </ul> <h2><strong>What success looks like in this role</strong></h2> <p>This role requires the ability to operate across <strong>two key motions</strong> simultaneously:</p> <ul> <li><strong>Establish top strategic focus accounts</strong> by engaging application development teams to create net-new intelligent applications leveraging Lakebase.</li> <li><strong>Drive longer-term Postgres standardization and migration</strong> within Databricks' most strategic accounts.</li> </ul> <p>Candidates should demonstrate how they can <strong>act as a force multiplier</strong> across multiple dimensions of the business.</p> <p>Success in this role requires strength in four areas:</p> <ol> <li><strong>Business ownership</strong> – Operate at a business-unit level by tracking revenue, pipeline, and key observations, and by identifying areas needing additional focus or support.</li> <li><strong>Strategic account engagement</strong> – Partner with account teams to engage priority accounts across the global DB700, driving strategic opportunities from initial engagement through successful outcomes.</li>