Associate Director – Manufacturing

This is a fully remote position, open to applicants in California.

📋 Description

• Generate new revenue for Lakebase by identifying, qualifying, and facilitating activations and consumption within a designated territory.

• Collaborate with regional Account Executives and account teams to enhance Lakebase adoption.

• Communicate the value of Lakebase to platform teams, developers, data teams, and central IT.

• Promote fully managed Postgres for intelligent applications and operational workloads.

• Manage intricate, multi-threaded sales cycles from initial discovery through negotiation and closing.

• Coordinate proof-of-value initiatives and POCs for OLTP workloads, reverse ETL, and AI/ML applications.

• Compete against legacy and cloud-native operational databases using competitive assets, benchmarks, and customer testimonials.

• Align opportunities with performance, developer productivity, time-to-market, cost reduction, and simplification of operational data.

• Collaborate with Product Management, Marketing, Customer Success, and Partner teams on territory strategies, launch initiatives, and co-selling efforts.

• Equip sales teams with Lakebase best practices, success stories, and effective sales strategies.

• Identify strategic focus accounts and promote intelligent-application opportunities.

• Advocate for Postgres standardization and migration within strategic accounts.

• Monitor revenue, pipeline, and business insights.

• Engage with priority accounts across the global DB700.

• Participate in internal forums, AMAs, and industry events as a market voice and thought leader.

⛳️ Requirements

• 7+ years of experience in enterprise SaaS sales, consistently surpassing quotas in complex, multi-stakeholder transactions.

• Proven track record of successfully selling data platforms, operational databases (such as Postgres, MySQL, cloud-native DBaaS), or related data/AI infrastructure to both technical and business leaders.

• Strong comprehension of modern data and application architectures, including cloud-native services, microservices, event-driven systems, and the role of operational data in AI and analytics strategies.

• Capability to sell to both technical and business stakeholders.

• Demonstrated experience in leading specialist or overlay motions alongside core Account Executives.

• Executive presence; able to whiteboard architectures, lead C-level discussions, and foster trust with senior decision-makers.

• Strong value-selling abilities, including identifying pain points, creating business cases, and linking technical capabilities to measurable outcomes.

• Excellent communication, storytelling, and negotiation skills.

• Bachelor's degree or equivalent practical experience.

• Preferred: experience selling Postgres, operational databases, OLTP workloads, or transactional cloud database services.

• Preferred: familiarity with data platforms, lakehouse architectures, and AWS, Azure, or GCP.

• Preferred: understanding of reverse ETL, real-time decision-making, and operational analytics.

• Preferred: exposure to AI-native and agent-driven applications.

• Preferred: experience in a high-growth, category-creating environment.

• Preferred: experience working with partners and ISVs on joint pipeline and co-selling initiatives.

🏝️ Benefits

• Comprehensive benefits and perks tailored to employees' needs, with region-specific details provided by Databricks.