Lakebase Account Executive

SLSQ227R149

Databricks is seeking aLakebase Sales Specialist Account Executiveto help customers modernize their operational data foundation withDatabricks Lakebase ourfully-managed Postgresoffering forintelligent 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 foroperational workloadsandAI-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.

The impact you will have

• Drive new Lakebase revenueby identifying qualifying and closing Lakebase opportunities within a defined territory in partnership with regional Account Executives and the broader account team.
• Lead with outcomesfor key Lakebase personas includingplatform teams and developersdata teams andcentral 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 cyclesfrom discovery and value hypothesis through commercial negotiation and close navigating executive technical and line-of-business stakeholders.
• Orchestrate proof-of-value and POCsthat validate Lakebases benefits for OLTP-style workloads reverse ETL and AI/ML-driven applications in partnership with solution architects and specialists.
• Compete and winagainst legacy and cloud-native operational databases by leveraging our compete assets benchmarks and customer references.
• Align to measurable business outcomessuch as performance developer productivity time-to-market for new features cost reduction and simplification of the operational data landscape.
• Partner cross-functionallywith 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 fieldby sharing Lakebase best practices success stories and sales motions with broader sales teams helping scale Lakebase proficiency across the organization.

What success looks like in this role

This role requires the ability to operate acrosstwo key motionssimultaneously:

• Establish top strategic focus accountsby engaging application development teams to create net-new intelligent applications leveraging Lakebase.
• Drive longer-term Postgres standardization and migrationwithin Databricks most strategic accounts.

Candidates should demonstrate how they canact as a force multiplieracross multiple dimensions of the business.

Success in this role requires strength in four areas:

1. Business ownership Operate at a business-unit level by tracking revenue pipeline and key observations and by identifying areas needing additional focus or support.
2. Strategic account engagement Partner with account teams to engage priority accounts across the global DB700 driving strategic opportunities from initial engagement through successful outcomes.
3. 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.
4. 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.

What we look for

• 7 years of enterprise SaaS sales experience consistently exceeding quota in complex multi-stakeholder deals.
• Proven success sellingdata platforms operational databases (e.g. Postgres MySQL cloud-native DBaaS) or adjacent data/AI infrastructureto technical buyers and business leaders.
• Strong understanding ofmodern 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 bothtechnical stakeholders(developers architects data engineers) andbusiness stakeholders(product leaders operations line-of-business owners).
• Demonstrated experience leadingspecialist or overlay motions working jointly with core Account Executives to create and progress opportunities.
• Executive presence with the ability towhiteboard architectures lead C-level conversations and build trust with senior decision makers.
• Strongvalue sellingskills: adept at discovering pain building a business case and tying technical capabilities to clear quantified outcomes.
• Excellentcommunication storytelling and negotiationskills with comfort presenting to both large and small audiences.
• Bachelors degree or equivalent practical experience.

Preferred qualifications

• Experience sellingPostgres operational databases OLTP workloads or transactional cloud database services ideally within large or strategic accounts.
• Familiarity withdata platforms lakehouse architectures and cloud ecosystems(AWS Azure GCP) including how operational databases fit within broader data and AI strategies.
• Understanding ofreverse ETL real-time decisioning and operational analyticsuse cases and how they drive value for customer-facing and internal applications.
• Exposure toAI-native and agent-driven applicationsthat depend on low-latency highly scalable operational data services.
• Prior experience in ahigh-growth category-creating environment helping shape new plays messaging and customer narratives.
• Experience collaborating withpartners and ISVsto drive joint pipeline and co-sell motions.

This description is intended to outline the core responsibilities and qualifications for the Lakebase Account Executive role. Actual responsibilities may evolve as the Lakebase product and go-to-market motions continue to grow and mature.