Account Executive, Majors

Director, Lakebase Sales Specialists

Databricks

SLSQ227R829 We are looking for a highly strategic and execution-oriented Director, Lakebase Sales Specialists, to lead a regional team of specialists responsible for growing the Databricks Lakebase business. Databricks Lakebase extends the Databricks Data Intelligence Platform into operational workloads, enabling customers to build and run real-time, transactional, and AI-powered applications directly on governed enterprise data. This role sits at the center of a major shift in enterprise architecture as organizations move away from fragmented stacks toward a unified data and application platform. In this role, you will manage a team of specialists partnering directly with Account Executives, Solution Architects, and regional Sales Leadership to help customers modernize legacy databases, simplify application architectures, and operationalize AI in production systems. This role requires strong sales leadership, deep domain expertise, and the ability to execute a specialized sales motion across a regional field organization. This is a highly visible role that collaborates closely with Global Sales Leadership, Product, and Engineering to help scale how Databricks engages developer and platform engineering buying centers. THE IMPACT YOU WILL HAVE: * Drive Revenue Growth * Own, manage, and exceed quarterly and annual consumption and booking targets for Lakebase within the region. * Build and maintain a healthy pipeline across application modernization, database consolidation, and operational workload opportunities. * Support the team in replacing or consolidating legacy operational databases onto the Databricks platform. * Execute and scale repeatable sales plays that drive land-and-expand adoption. * Lead and Develop the Specialist Team * Recruit, hire, and manage a high-performing team of Lakebase Sales Specialists. * Provide direct, hands-on coaching on complex deal strategy, technical qualification, and executive engagement. * Foster a culture of accountability, execution, and customer focus. * Partner with regional sales leadership (RVSPs/AVPs) to seamlessly integrate specialists into account plans and territory strategies. * Execute the Developer and Platform Sales Motion * Implement the global strategy for selling to application developers, platform engineering, and architecture organizations within your region. * Enable the regional core field sales team to identify and qualify operational workload opportunities. * Roll out discovery frameworks for application architectures, real-time systems, and transactional workloads. * Lead architecture workshops and developer engagement initiatives to demonstrate tangible business value. * Strategic Customer and Partner Engagement * Establish trusted relationships with regional CIOs, CTOs, Chief Architects, and platform leaders. * Position Databricks as a premier application data platform alongside its data and AI capabilities. * Directly support the team on strategic, high-value accounts pursuing application modernization or real-time digital transformation initiatives. * Collaborate with cloud providers, SIs, and ISVs to accelerate adoption. * Provide Field Feedback to Product and GTM * Serve as a critical feedback loop from the regional field to Product, Engineering, and Global Specialist Leadership. * Provide structured insights on regional customer requirements, competitive dynamics, and blockers. * Partner with Product Marketing to localize and refine messaging, positioning, and competitive differentiation. WHAT WE LOOK FOR: * 8+ years of experience in enterprise software, SaaS, cloud platform, database, or developer platform sales. * 3+ years of experience directly managing high-performing enterprise sales or specialist teams. * Demonstrated success in executing specialized GTM motions or scaling new product lines within a larger matrixed organization. * Strong technical baseline and understanding of modern application architectures, including APIs, microservices, real-time systems, and distributed applications. * Proven track record of selling into CIO, CTO, architecture, and platform engineering organizations. * Ability to co-sell and navigate complex, multi-stakeholder enterprise sales cycles alongside core account teams. * A proven record of meeting or exceeding revenue targets in highly competitive markets. * Ability to translate complex technical platform capabilities into tangible business value for both executives and developers. * Excellent communication, coaching, and presentation skills. About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. 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. Our Commitment to Diversity and Inclusion 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 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.

Field Engineering, AI/ML Product Specialist

Databricks

FEQ227R222 Field Engineering, AI/ML Product Specialist As the AI/ML Product Specialist, you will be defining our technical go to market strategy and driving our AI/ML product adoption in the Asia Pacific and Japan region.  You will be directly working with customers to guide and influence their data application architecture and decisions. You will be expected to present, demo and pitch Databricks AI/ML product suite and you will be acting as a trusted advisor for senior executives and your in-depth technical knowledge will ensure our customers are successful in leveraging Databricks to solve their business problems. You will be the technical expert to support our field engineering teams internally and you will be expected to help enable the team to understand the key differentiators of our product against our competitors. You will partner with product managers to help to define the product direction based on local knowledge and inform our product strategy with our go-to-market field teams. You will not have any direct reports but will recruit and lead a group of specialists across the field dedicated to scale your impact.  You will also be a thought leader externally to the market via speaking at conferences, online webinars, and blog posts. You will meet with customers to communicate the vision and gather feedback. You have expertise in designing and delivering cloud-based Data Visualisation and Analytics Solutions. You will bring your in depth knowledge and experience of building production level data applications leveraging different technologies. You will excel in creating and articulating a compelling value proposition for our customers and enabling Account Executives and Field Engineers to operate effectively using best practices and assets that you own and develop. The impact you will have: * Lead the vision and strategy for AI/ML products adoption in Asia Pacific and Japan * Develop materials for our GTM team to effectively communicate our value proposition * Support our field teams in key strategic pursuit opportunities * Work with a team of subject matter experts (SMEs) to scale your impact in local regions and enable the broader field team to have confidence in competing in the market * Act as the thought leader to build confidence and relationships with our customers at the executive level * Present externally at conferences, events and webinars and publish content to establish our position in the market * Work with our FDE teams and partners to establish best practices * Act as a cross-functional representative with Product Management, Product Marketing and Engineering on our go-to-market motion What we look for: * 6+ years of experience in Data Science, Machine Learning and 2+ years in production Gen AI * Hands-on experience building solutions within major public cloud environments (AWS, Azure, or GCP). * Trusted advisor to technical executives that inform strategic data decisions * Proven ability to co-plan large territories with Account Executives and operate in a highly coordinated, cross-functional effort across GTM and R&D teams. * Expertise in traditional Machine Learning methodologies and have deployed large scale production systems * Deep understanding of LLM application architectures (RAG, agentic, fine-tuning), agent frameworks (LangGraph / LlamaIndex / AutoGen / DSPy), eval methodology and foundational model markets (Claude, Llama, Mistral, OpenAI, open-source) * Proven track record of successful pre-sales experience in competitive situations * Ability to define and executive strategic program cross functionally * High impact communication internally and externally About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. 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. Our Commitment to Diversity and Inclusion 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 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.

Senior Business Development Representative

commercetools

ABOUT COMMERCETOOLS Real innovation starts with a strong foundation, and at commercetools, that comes from the perfect balance of our product and our people. Behind every leap forward is a collective of builders, explorers, doers, makers, and problem-solvers. The kind of people who not only created composable commerce but also shaped the culture of experimentation that idea unlocked. Together they are the engine of commerce innovation today. At commercetools, we power the next era of commerce for our customers. Whether it’s AI-driven solutions that help enterprises make smarter business decisions, bridging digital and physical shopping experiences, or enabling entirely new ways for industries to connect with their customers, we help the world’s most ambitious companies experiment, scale, and grow without limits. Here the best idea wins, not the loudest voice. You will have the tools, trust, and space to not only build the future of commerce, but to build your own. Enterprise commerce is at an inflection point in ANZ. Legacy platforms are showing their age and large organisations are actively evaluating modern alternatives — but they need a trusted partner to guide them through it. You'll be helping shape those early conversations, building relationships at the C-suite and Head of Digital level, and learning what it takes to close complex deals. If you want to be an enterprise sales professional in 18 months, this is the fastest path there. YOUR IMPACT * We're looking for a Senior BDR who wants to do meaningful outbound work today and step into a full sales role within 12–18 months. This isn't a dialling factory — it's a launchpad for someone with real commercial instincts who wants to learn enterprise sales from the inside * Our total addressable market is intentionally tight: around 400 priority accounts. That means we don't spray and pray. We run a targeted, insight-led motion where every touchpoint counts * Own outbound pipeline generation across a defined set of priority accounts, working closely with the sales team to build and execute account-based plays * Research accounts deeply — understanding their tech stack, commercial priorities, and the stakeholders who matter — before ever reaching out * Craft personalised, insight-led outreach across email, phone, LinkedIn, and in-person channels; avoiding generic sequences * Qualify inbound interest and convert it into well-scoped discovery meetings for Account Executives * Attend and contribute to enterprise discovery calls, building your commercial vocabulary and deal intuition over time * Represent the company at industry events and forums relevant to retail, wholesale, and enterprise commerce in ANZ * Maintain clean CRM hygiene and contribute to account intelligence that the whole team can use * Work toward a structured AE readiness plan, with clear milestones and coaching support This role is hybrid 3 days a week in our South Melbourne office.  WHAT SETS YOU APART You're a creative problem-solver who is wired to find solutions. You confidently dive into complex challenges and have a talent for making them simple for others. Your curiosity drives you to constantly grow and contribute to an environment of trust and teamwork. Great ideas come from many paths, and your unique perspective matters more than checking every box. What matters most is the mindset you bring to the work. * 2–4 years in a BDR, SDR, or junior sales role in B2B SaaS, enterprise software, or tech * Demonstrated ability to run thoughtful research-led outbound * Commercial curiosity: you read the business press, understand how retailers and enterprises think about technology investment, and can hold a credible conversation with senior stakeholders * Strong written and verbal communication, you write clearly, speak with confidence, and know how to adapt your style to a CFO versus a Head of Digital * Comfortable with ambiguity and a longer sales cycle; enterprise deals don't move fast and you're fine with that * Experience with CRM tools (Salesforce preferred) and modern sales engagement platforms * A genuine appetite to grow into a quota-carrying role — this matters; we want people who see this as step one, not a destination * AI Aptitude: A genuine curiosity for using AI tools to work smarter and more effectively, paired with a drive to learn and put them into practice in your role. Nice to Have:  * Familiarity with ecommerce, digital commerce platforms, or the broader composable/headless commerce space * Familiarity with the major ecommerce players; Salesforce, Adobe, Shopify, SAP * Experience selling into retail, telco, healthcare, or manufacturing verticals * Existing relationships or network within ANZ enterprise or mid-market accounts * Experience participating in or supporting complex, multi-stakeholder sales processes OUR BENEFITS Because work and life are connected, our benefits are too. We’ve designed them to give you the security, flexibility, and opportunities you need to focus on what matters most. 🩺 Comprehensive health benefits for you and your dependents, including access to OpenUp for personalized mental health support 📚 Learning and development opportunities including an annual learning budget, access to self-paced learning platforms and language training, personalized coaching, mentorship, and leadership programs 🍼 Family Leave Plus gives you additional fully paid weeks of parental leave on top of government-provided leave, so you can spend more time with your new addition 📈 Our equity participation program allows you to share in our success  For more information on our benefits, visit this page.   Come as you are. Build with us. Your unique perspective is essential to our success. We are committed to building a team that reflects the world around us because we know it’s the only way to build the future. We celebrate our differences and have created a hiring process that’s fair, inclusive, and designed to let your talent shine. We proudly welcome applicants of every race, color, religion, gender identity, sexual orientation, age, and any other part of your identity that makes you who you are. As an equal opportunity employer, we believe that our strength lies in our diversity, and we invite you to be a part of our global community.    For more information on our diversity, equity, inclusion, and belonging practices, visit this page.