Description
We are seeking a Lakebase Specialist Sales Account Executive 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.
As a Lakebase Specialist Sales Account Executive, you will 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.
You will 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.
You will 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.
You will run complex, multi-threaded sales cycles from discovery and value hypothesis through commercial negotiation and close, navigating executive, technical, and line-of-business stakeholders.
You will 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.
You will compete and win against legacy and cloud-native operational databases by leveraging our compete assets, benchmarks, and customer references.
You will 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.
You will 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.
You will enable the field by sharing Lakebase best practices, success stories, and sales motions with broader sales teams, helping scale Lakebase proficiency across the organization.
In this role, you will require 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 standardization and migration within Databricks' most strategic accounts.
You will need to demonstrate how you can act as a force multiplier across multiple dimensions of the business.
Success in this role requires strength in four areas:
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 across the global DB700, driving strategic opportunities from initial engagement through successful outcomes.
Field enablement – Build and execute enablement plans that empower AEs and SAs to confidently carry the Lakebase conversation even when the specialist is not present.
Market voice and thought leadership – Develop an internal and external presence by contributing to global AMAs and internal forums, and by representing Databricks at key first- and third-party events.
The interview process is designed to evaluate candidates across all four of these dimensions.