Sales Specialist – Central

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

📋 Description

• Generate new revenue for Lakebase by identifying, qualifying, and promoting Lakebase activations and usage within a designated territory, collaborating with regional Account Executives and the wider account team.

• Focus on outcomes for key Lakebase personas — such as platform teams, developers, data teams, and central IT — by explaining how Lakebase enables quicker feature delivery, simplifies operational data architectures, and enhances governance and cost efficiency.

• Advocate for the advantages of fully-managed Postgres for intelligent applications, positioning Lakebase as the premier option for operational workloads that facilitate real-time, AI-driven experiences.

• Navigate complex, multi-threaded sales cycles from initial discovery and value proposition to commercial negotiation and closure, engaging with executive, technical, and line-of-business stakeholders.

• Coordinate proof-of-value demonstrations and POCs that showcase Lakebase’s advantages for OLTP-style workloads, reverse ETL, and AI/ML-driven applications, partnering with solution architects and specialists.

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

• Align with measurable business outcomes such as performance, developer productivity, time-to-market for new features, cost reduction, and simplification of the operational data landscape.

• Collaborate cross-functionally with Product Management, Marketing, Customer Success, and Partner teams to develop territory plans, launch initiatives, and co-selling strategies with key ISVs and GSIs.

• Enable the sales team by disseminating Lakebase best practices, success stories, and sales strategies across broader sales teams, enhancing Lakebase proficiency throughout the organization.

⛳️ Requirements

• Over 7 years of enterprise SaaS sales experience.

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

• Capability to sell to both technical stakeholders (developers, architects, data engineers) and business stakeholders (product leaders, operations, line-of-business owners).

• Demonstrated experience in leading specialist or overlay motions, collaborating with core Account Executives to create and advance opportunities.

• Executive presence with the ability to whiteboard architectures, conduct C-level discussions, and establish trust with senior decision-makers.

• Strong value selling skills: skilled in identifying pain points, constructing a business case, and linking technical capabilities to clear, quantifiable outcomes.

• Exceptional communication, storytelling, and negotiation abilities, comfortable presenting to both large and small audiences.

• Bachelor’s degree or equivalent practical experience.

• Experience in selling Postgres, operational databases, OLTP workloads, or transactional cloud database services, preferably within large or strategic accounts.

• Familiarity with data platforms, lakehouse architectures, and cloud ecosystems (AWS, Azure, GCP), including how operational databases integrate within broader data and AI strategies.

• Understanding of reverse ETL, real-time decision-making, and operational analytics use cases, and their value for customer-facing and internal applications.

• Exposure to AI-native and agent-driven applications that rely on low-latency, highly scalable operational data services.

• Previous experience in a high-growth, category-creating environment, assisting in shaping new strategies, messaging, and customer narratives.

• Experience working with partners and ISVs to drive joint pipeline and co-selling initiatives.

🏝️ Benefits

• At Databricks, we aim to offer a comprehensive range of benefits and perks that cater to the diverse needs of all our employees. For specific information on the benefits available in your region, click here.