Lakebase Associate Director

Навыки

• AWS
• Azure
• Customer Success
• Data Lake
• ETL / ELT
• Google Cloud
• Лидерство

О компании и продукте

• Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on LinkedIn , X , YouTube , and Instagram .

Задачи

• 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, 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
• 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 standardization and migration within Databricks' most strategic accounts
• Candidates should demonstrate how they can act as a force multiplier across multiple dimensions of the business
• 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 across the global DB700, 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 by contributing to global AMAs and internal forums, 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
• SLSQ327R364
• 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
• 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

Требования

• Proven 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
• Fluency in English and in Italian required

Будет плюсом

• 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
• This description is intended to outline the core responsibilities and qualifications for the Lakebase Sales Specialist role
• Actual responsibilities may evolve as the Lakebase product and go-to-market motions continue to grow and mature

Условия

• At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees

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