[Remote] Lakebase Sales Specialist-MFG

Note: The job is a remote job and is open to candidates in USA. Databricks is a leading data and AI company, seeking a Lakebase Sales Specialist to modernize operational data foundations for customers using their Lakebase service. This role involves driving revenue through strategic account engagement, leading complex sales cycles, and collaborating with cross-functional teams to promote Lakebase's value in operational workloads and AI-driven applications.ResponsibilitiesDrive 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 teamLead 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 efficiencySell the value of fully-managed Postgres for intelligent applications, positioning Lakebase as the optimal choice for operational workloads that power real-time, AI-driven experiencesRun complex, multi-threaded sales cycles from discovery and value hypothesis through commercial negotiation and close, navigating executive, technical, and line-of-business stakeholdersOrchestrate 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 specialistsCompete and win against legacy and cloud-native operational databases by leveraging our compete assets, benchmarks, and customer referencesAlign to measurable business outcomes such as performance, developer productivity, time-to-market for new features, cost reduction, and simplification of the operational data landscapePartner 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 GSIsEnable the field by sharing Lakebase best practices, success stories, and sales motions with broader sales teams, helping scale Lakebase proficiency across the organizationEstablish top strategic focus accounts by engaging application development teams to create net-new intelligent applications leveraging LakebaseDrive longer-term Postgres standardization and migration within Databricks' most strategic accountsSkills7+ years of enterprise SaaS sales experience, consistently exceeding quota in complex, multi-stakeholder dealsProven success selling data platforms, operational databases (e.g., Postgres, MySQL, cloud-native DBaaS), or adjacent data/AI infrastructure to technical buyers and business leadersStrong understanding of modern data and application architectures, including cloud-native services, microservices, event-driven systems, and how operational data underpins AI and analytics strategiesAbility 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 opportunitiesExecutive presence with the ability to whiteboard architectures, lead C-level conversations, and build trust with senior decision makersStrong value selling skills: adept at discovering pain, building a business case, and tying technical capabilities to clear, quantified outcomesExcellent communication, storytelling, and negotiation skills, with comfort presenting to both large and small audiencesBachelor's degree or equivalent practical experienceExperience selling Postgres, operational databases, OLTP workloads, or transactional cloud database services, ideally within large or strategic accountsFamiliarity with data platforms, lakehouse architectures, and cloud ecosystems (AWS, Azure, GCP), including how operational databases fit within broader data and AI strategiesUnderstanding of reverse ETL, real-time decisioning, and operational analytics use cases, and how they drive value for customer-facing and internal applicationsExposure to AI-native and agent-driven applications that depend on low-latency, highly scalable operational data servicesPrior experience in a high-growth, category-creating environment, helping shape new plays, messaging, and customer narrativesExperience collaborating with partners and ISVs to drive joint pipeline and co-sell motionsBenefitsAt Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click [here](https://docs.google.com/document/d/154un3e8Xav4BceOSlcYFZRGEuQI54xMxVydRwQn54eQ/edit?usp=sharing).Company OverviewDatabricks is a data and AI platform that unifies data engineering, analytics, and machine learning on a lakehouse architecture. It was founded in 2013, and is headquartered in San Francisco, California, USA, with a workforce of 5001-10000 employees. Its website is https://www.databricks.com.Company H1B SponsorshipDatabricks has a track record of offering H1B sponsorships, with 72 in 2026, 385 in 2025, 319 in 2024, 227 in 2023, 222 in 2022, 166 in 2021, 64 in 2020. Please note that this does not guarantee sponsorship for this specific role.