Lakebase Sales Specialist

The shape of it

In the posting’s own words

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.

What it asks for · 9

• 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

Also a plus

• 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

What the job covers

• 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
• 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
• Business ownership: Operate at a business-unit level by tracking revenue, pipeline, and key observations, and by identifying areas needing additional focus or support.

Degree language

• Bachelor’s degree

Tools and skills named

Words the posting leans on

• lakebase17×
• data13×
• operational13×
• account12×
• applications8×
• customer7×
• motions7×
• experience6×
• postgres6×
• sales6×
• business5×
• drive5×
• key5×
• operational data5×
• operational databases5×
• partner5×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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