Lakebase Sales Specialist

Databricks is seeking a Lakebase Sales Specialist to help customers modernize their operational data foundation with Databricks Lakebase, the company's 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, moving them away from a fragmented estate of point databases toward a modern, scalable, serverless Postgres service.

• Drive new Lakebase revenue by identifying, qualifying, and driving activations and consumption within a defined territory, in partnership with regional Account Executives.
• Lead with outcomes for key Lakebase personas — platform teams, developers, data teams, and central IT — articulating how Lakebase helps 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 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 validating 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 using compete assets, benchmarks, and customer references.
• Partner cross-functionally with Product Management, Marketing, Customer Success, and Partner teams to shape territory plans, launch plays, and co-selling motions with ISVs and GSIs.
• Enable the field by sharing Lakebase best practices, success stories, and sales motions.

• 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.
• 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.
• Bachelor's degree or equivalent practical experience.

• 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).
• Understanding of reverse ETL, real-time decisioning, and operational analytics use cases.
• 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.
• Experience collaborating with partners and ISVs to drive joint pipeline and co-sell motions.

Pay range: $292,500—$402,150 USD (on-target earnings for commissionable roles), consistent across Zones 1-4. Total compensation may include annual performance bonus, equity, and benefits.

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.