Lakebase Strategic Sales Director

Neon; United States; On-site; USD 180,000 - 260,000; Full time

Job summary

Databricks is seeking a Lakebase Associate Director Specialists to help customers modernize their data foundation with Lakebase, our Postgres offering. You will drive activation, consumption, and revenue across a defined territory in collaboration with regional executives and the Lakebase Go-To-Market team.

You will lead with outcomes for platform teams, developers, data teams, and central IT, articulating how Lakebase accelerates feature delivery, governance, and cost efficiency.

Qualifications

• 7+ years of enterprise SaaS sales experience, consistently exceeding quota in complex, multi-stakeholder deals.
• Proven success selling data platforms, operational databases, or adjacent data/AI infrastructure to technical buyers and business leaders.
• Strong understanding of modern data and application architectures, including cloud-native services and AI strategies.
• Ability to sell to both technical stakeholders (developers, architects, data engineers) and business stakeholders (product leaders, operations, owners).
• Demonstrated experience leading specialist or overlay motions, working with core Account Executives.
• Executive presence with the ability to whiteboard architectures and lead C-level conversations.
• Strong value selling skills: discovering pain, building a business case, tying capabilities to outcomes.
• Excellent communication, storytelling, and negotiation skills.

Responsibilities

• Drive Lakebase revenue by identifying and activating Lakebase opportunities within a defined territory, collaborating with regional AEs and the broader team.
• Lead with outcomes for platform teams, developers, data teams, and central IT to show how Lakebase speeds feature delivery and improves governance.
• Sell the value of fully-managed Postgres for intelligent applications to support real-time AI-driven experiences.
• Manage complex, multi-threaded sales cycles from discovery through negotiation and close with executive sponsorship.
• Orchestrate proofs-of-value and POCs with solution architects to validate Lakebase benefits for OLTP, reverse ETL, and AI/ML workloads.
• Leverage compete assets and customer references to win against legacy databases.
• Align to measurable outcomes like performance, developer productivity, and cost efficiency; partner across Product, Marketing, CS, and Partners to shape territory plays.
• Share Lakebase best practices and sales motions to scale proficiency across the organization.

Skills

Enterprise SaaS sales

Data platforms sales

Modern data architectures

Executive stakeholder engagement

Executive presence

Value selling

Communication & negotiation

Education

Bachelor’s degree or equivalent practical experience

Job description

Databricks is seeking a Lakebase Associate Director Specialists to help customers modernize their data foundation with Lakebase, our Postgres offering. You will drive activation, consumption, and revenue across a defined territory in collaboration with regional executives and the Lakebase Go-To-Market team.

You will lead with outcomes for platform teams, developers, data teams, and central IT, articulating how Lakebase accelerates feature delivery, governance, and cost efficiency.