Sales Specialist - Lakebase

Databricks

Bengaluru, India; Mumbai, IndiaPosted 1 month ago

Skill Required

HQ ManagementMicroservicesServerlessDatabricksbuildingPostgreSQLMySQLAzureCloudUnityETLAWSGCPGoAIMachine Learning

Key highlights

Role focus: Drive adoption of Databricks Lakebase, a fully-managed serverless Postgres service for operational workloads and AI-native applications.
Required experience: 7+ years of enterprise SaaS sales experience with a track record of consistently exceeding quota in complex, multi-stakeholder deals.
Key benefit: Databricks provides comprehensive, region-specific benefits and perks for employees.
Notable requirement: Bachelor’s degree or equivalent practical experience is mandatory.
Sales scope: Identify, qualify, and close Lakebase opportunities within a defined territory in partnership with regional Account Executives.
Success alignment: Role performance is tied to measurable business outcomes including improved performance, higher developer productivity, faster time-to-market for new features, cost reduction, and simplification of the operational data landscape.

Role overview

Databricks is seeking a Lakebase Sales Specialist Account Executive to help customers modernize their operational data foundation with Databricks Lakebase, its 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. The role offers the opportunity 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.

Responsibilities

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.
Partner with account teams to engage priority accounts across the global DB700, driving strategic opportunities from initial engagement through successful outcomes.
Build and execute enablement plans that empower AEs and SAs to confidently carry the Lakebase conversation even when the specialist is not present.
Develop an internal and external presence by contributing to global AMAs and internal forums, and by representing Databricks at key first- and third-party

Requirements

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.

Nice to have

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

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.

Additional details

Job ID: SLSQ427R256
About Databricks: 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.
Diversity and Inclusion Commitment: At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.
Compliance Notice: If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.