Associate Director – Retail

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

📋 Description

• Generate new revenue for Lakebase by identifying, qualifying, and promoting Lakebase activations and usage within a specified territory.

• Collaborate with regional Account Executives and wider account teams to enhance Lakebase adoption in the Retail, Consumer Goods, Travel & Hospitality sectors.

• Clearly communicate Lakebase’s value proposition to platform teams, developers, data teams, and central IT departments.

• Market fully-managed Postgres solutions for intelligent applications and operational workloads.

• Manage intricate, multi-threaded sales processes from initial discovery and value hypothesis through to negotiation and closure.

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

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

• Align opportunities with measurable outcomes such as performance improvement, developer productivity, speed 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 activities.

• Equip broader sales teams with Lakebase best practices, success narratives, and sales methodologies.

• Identify strategic focus accounts by engaging application development teams on new intelligent applications.

• Promote Postgres standardization and migration within key accounts.

• Monitor revenue, pipeline, and significant observations at a business-unit level.

• Engage with priority accounts across the global DB700.

• Participate in internal forums and global AMAs, representing Databricks at industry events.

⛳️ Requirements

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

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

• Strong grasp 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.

• Capable of selling to both technical and business stakeholders.

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

• Possess executive presence; ability to whiteboard architectures, facilitate C-level discussions, and establish trust with senior decision-makers.

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

• Exceptional communication, storytelling, and negotiation abilities.

• Bachelor’s degree or equivalent practical experience.

• Preferred: Experience in 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 use cases.

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

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

• Preferred: Experience in collaboration with partners and ISVs.

🏝️ Benefits

• Eligibility for an annual performance bonus.

• Equity opportunities.

• Comprehensive benefits and perks; region-specific details to be provided by Databricks.