Sales Specialist

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 broader account teams.

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

• Market fully-managed Postgres for intelligent applications and real-time, AI-driven operational workloads.

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

• Engage with executive, technical, and line-of-business stakeholders effectively.

• 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 using competitive assets, benchmarks, and customer references.

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

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

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

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

• Promote Postgres standardization and migration within strategic accounts.

• Monitor revenue, pipeline, and key insights at the business-unit level.

• Engage priority accounts across the global DB700.

• Contribute to global AMAs and internal forums, representing Databricks at both first- and third-party events.

⛳️ Requirements

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

• Proven track record in selling data platforms, operational databases (such as Postgres, MySQL, cloud-native DBaaS), or related data/AI infrastructure to technical buyers 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.

• Ability to engage both technical and business stakeholders in sales conversations.

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

• Possess executive presence; capable of whiteboarding architectures, leading C-level discussions, and building trust with senior decision-makers.

• Strong value-selling abilities, including identifying pain points, constructing business cases, and correlating technical capabilities with quantifiable outcomes.

• Exceptional communication, storytelling, and negotiation capabilities.

• 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, and 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 collaborating with partners and ISVs on joint pipeline and co-selling initiatives.

🏝️ Benefits

• Eligibility for an annual performance bonus.

• Equity options.

• Comprehensive benefits and perks, with region-specific details provided by Databricks.

• Commitment to equal employment opportunities and inclusive hiring practices.