Sales Specialist – Manufacturing

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

📋 Description

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

• Focus on outcomes for key Lakebase personas, including platform teams, developers, data teams, and central IT, effectively communicating how Lakebase enhances feature delivery speed, simplifies operational data architectures, and boosts governance and cost efficiency.

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

• Manage complex, multi-threaded sales cycles from initial discovery and value hypothesis through to commercial negotiations and closure, engaging with executive, technical, and line-of-business stakeholders.

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

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

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

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

• Empower the field by sharing Lakebase best practices, success stories, and sales strategies with broader sales teams, contributing to the scaling of Lakebase expertise across the organization.

• Establish primary strategic focus accounts by engaging application development teams to create new intelligent applications utilizing Lakebase.

• Advocate for long-term Postgres standardization and migration within Databricks' most strategic accounts.

⛳️ Requirements

• A minimum of 7 years of enterprise SaaS sales experience, consistently surpassing quota in complex, multi-stakeholder transactions.

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

• Strong knowledge 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 leading specialist or overlay motions, partnering with core Account Executives to create and advance opportunities.

• Executive presence, capable of whiteboarding architectures, leading C-level discussions, and establishing trust with senior decision-makers.

• Strong value-selling abilities: skilled at identifying pain points, constructing a business case, and linking technical capabilities to clear, quantified results.

• Exceptional communication, storytelling, and negotiation skills, comfortable presenting to both large and small groups.

• Bachelor’s degree or equivalent practical experience.

• Experience 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 the role of operational databases in 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, contributing to the development of new strategies, messaging, and customer narratives.

• Experience collaborating with partners and ISVs to generate joint pipeline and co-selling activities.

🏝️ Benefits

• Comprehensive benefits and perks to address employee needs.