Lakebase Associate Director

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.

• 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

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

• 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, 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, and by representing Databricks at key first- and third-party

events.

• Relevant

enterprise 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

• 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.

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.

​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.

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.

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.​