Lakebase Sales Specialist

SLSQ327R348

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:

1. Business ownership: Operate at a business-unit level by tracking revenue, pipeline, and key observations, and by identifying areas needing additional focus or support.
2. Strategic account engagement: Partner with account teams to engage priority accounts, driving strategic opportunities from initial engagement through successful…