Note: The job is a remote job and is open to candidates in USA. Databricks is seeking a Lakebase Sales Specialist to help healthcare & life sciences customers modernize their operational data foundation with Databricks Lakebase. This role involves driving new revenue, leading sales cycles, and partnering with various teams to promote Lakebase as a solution for operational workloads.
Responsibilities
- 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, multi-threaded 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 organization
- 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
Skills
- 7+ years of enterprise SaaS 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 or equivalent practical experience
- 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
Benefits
- Eligibility for annual performance bonus
- Equity
- Comprehensive benefits and perks that meet the needs of all of our employees
Company Overview
Company H1B Sponsorship