Lakebase Sales Specialist

Databricks is seeking a Lakebase Sales Specialist to help customers modernise their operational data foundation with Databricks Lakebase.

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.

The impact you will have

• Drive new Lakebase revenue by identifying, qualifying, and driving Lakebase activations and consumption within a defined territory.
• Lead with outcomes for key Lakebase personas , including platform teams and developers, data teams, and central IT.
• Sell the value of fully-managed Postgres for intelligent applications, positioning Lakebase as the optimal choice for operational workloads.
• Run complex, multi-threaded sales cycles from discovery and value hypothesis through commercial negotiation and close.
• Orchestrate proof-of-value and POCs that validate Lakebase’s benefits for OLTP-style workloads, reverse ETL, and AI/ML-driven applications.
• Compete and win against legacy and cloud-native operational databases by leveraging 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.
• Enable the field by sharing Lakebase best practices, success stories, and sales motions with broader sales teams.

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 standardisation and migration within Databricks' most strategic accounts.

Success in this role requires strength in four areas:

• Business ownership – Operate at a business-unit level by tracking revenue, pipeline, and key observations.
• Strategic account engagement – Partner with account teams to engage priority accounts across the global DB700.
• Field, account, & customer enablement: Align customers and the field on the value of Lakebase.
• Market voice and thought leadership – Develop an internal and external presence by contributing to global AMAs and internal forums.

What we look for

• 7+ years of enterprise SaaS sales experience, consistently exceeding quota in complex, multi-stakeholder deals.
• Proven success selling data platforms, operational databases, or adjacent data/AI infrastructure to technical buyers and business leaders.
• Strong understanding of modern data and application architectures.
• Ability to sell to both technical stakeholders and business stakeholders.
• Demonstrated experience leading specialist or overlay motions.
• Executive presence with the ability to whiteboard architectures, lead C-level conversations, and build trust with senior decision makers.
• Strong value selling skills.
• Excellent communication, storytelling, and negotiation skills.
• Bachelor’s degree or equivalent practical experience.
• Native Portuguese language skills.

Preferred qualifications

• Experience selling Postgres, operational databases, OLTP workloads, or transactional cloud database services.
• Familiarity with data platforms, lakehouse architectures, and cloud ecosystems.
• Understanding of reverse ETL, real-time decisioning, and operational analytics use cases.
• Exposure to AI-native and agent-driven applications.
• Prior experience in a high-growth, category-creating environment.
• Experience collaborating with partners and ISVs to drive joint pipeline and co-sell motions.