Lakebase Sales Specialist, Associate Director (Germany)

<p data-pm-slice="1 1 []">SLSQ327R173</p> <p>Databricks is seeking a <strong>Lakebase Sales Specialist</strong>&nbsp;to help customers modernize their operational data foundation with <strong>Databricks Lakebase</strong>, our <strong>fully-managed Postgres</strong> offering for <strong>intelligent applications</strong>. This high-impact role sits within the Lakebase Go-To-Market team and partners closely with regional Account Executives to drive adoption of Lakebase with platform, application, and data teams.</p> <p>Lakebase gives customers a unified, governed foundation for <strong>operational workloads</strong> and <strong>AI-native applications</strong>, helping them move away from a fragmented estate of point databases toward a modern, scalable, serverless Postgres service. If you want to be at the forefront of operational databases for AI and intelligent applications at one of the fastest-growing data and AI companies in the world, this is your opportunity.</p> <h2><strong>The impact you will have</strong></h2> <ul> <li><strong>Drive new Lakebase revenue</strong> by identifying, qualifying, and closing Lakebase opportunities within a defined territory, in partnership with regional Account Executives and the broader account team.</li> <li><strong>Lead with outcomes</strong> for key Lakebase personas — including <strong>platform teams and developers</strong>, <strong>data teams</strong>, and <strong>central IT</strong> — articulating how Lakebase helps them ship features faster, simplify operational data architectures, and improve governance and cost efficiency.</li> <li><strong>Sell the value of fully-managed Postgres for intelligent applications</strong>, positioning Lakebase as the optimal choice for operational workloads that power real-time, AI-driven experiences.</li> <li><strong>Run complex, multi-threaded sales cycles</strong> from discovery and value hypothesis through commercial negotiation and close, navigating executive, technical, and line-of-business stakeholders.</li> <li><strong>Orchestrate proof-of-value and POCs</strong> that validate Lakebase’s benefits for OLTP-style workloads, reverse ETL, and AI/ML-driven applications, in partnership with solution architects and specialists.</li> <li><strong>Compete and win</strong> against legacy and cloud-native operational databases by leveraging our compete assets, benchmarks, and customer references.</li> <li><strong>Align to measurable business outcomes</strong> such as performance, developer productivity, time-to-market for new features, cost reduction, and simplification of the operational data landscape.</li> <li><strong>Partner cross-functionally</strong> with Product Management, Marketing, Customer Success, and Partner teams to shape territory plans, launch plays, and co-selling motions with key ISVs and GSIs.</li> <li><strong>Enable the field</strong> by sharing Lakebase best practices, success stories, and sales motions with broader sales teams, helping scale Lakebase proficiency across the organization.</li> </ul> <h2><strong>What success looks like in this role</strong></h2> <p>This role requires the ability to operate across <strong>two key motions</strong> simultaneously:</p> <ul> <li><strong>Establish top strategic focus accounts</strong> by engaging application development teams to create net-new intelligent applications leveraging Lakebase.</li> <li><strong>Drive longer-term Postgres standardization and migration</strong> within Databricks' most strategic accounts.</li> </ul> <p>Candidates should demonstrate how they can <strong>act as a force multiplier</strong> across multiple dimensions of the business.</p> <p>Success in this role requires strength in four areas:</p> <ol> <li><strong>Business ownership</strong> – Operate at a business-unit level by tracking revenue, pipeline, and key observations, and by identifying areas needing additional focus or support.</li> <li><strong>Strategic account engagement</strong> – Partner with account teams to engage priority accounts across the global DB700, driving strategic opportunities from initial engagement through successful outcomes.</li> <li><strong>Field enablement</strong> – Build and execute enablement plans that empower AEs and SAs to confidently carry the Lakebase conversation even when the specialist is not present.</li> <li><strong>Market voice and thought leadership</strong> – Develop an internal and external presence by contributing to global AMAs and internal forums, and by representing Databricks at key first- and third-party events.</li> </ol> <p>The interview process is designed to evaluate candidates across all four of these dimensions.</p> <h2><strong>What we look for</strong></h2> <ul> <li><strong>7+ years of enterprise SaaS sales experience</strong>, consistently exceeding quota in complex, multi-stakeholder deals.</li> <li>Proven success selling <strong>data platforms, operational databases (e.g., Postgres, MySQL, cloud-native DBaaS), or adjacent data/AI infrastructure</strong> to technical buyers and business leaders.</li> <li>Strong understanding of <strong>modern data and application architectures</strong>, including cloud-native services, microservices, event-driven systems, and how operational data underpins AI and analytics strategies.</li> <li>Ability to sell to both <strong>technical stakeholders</strong> (developers, architects, data engineers) and <strong>business stakeholders</strong> (product leaders, operations, line-of-business owners).</li> <li>Demonstrated experience leading <strong>specialist or overlay motions</strong>, working jointly with core Account Executives to create and progress opportunities.</li> <li>Executive presence with the ability to <strong>whiteboard architectures</strong>, lead C-level conversations, and build trust with senior decision makers.</li> <li>Strong <strong>value selling</strong> skills: adept at discovering pain, building a business case, and tying technical capabilities to clear, quantified outcomes.</li> <li>Excellent <strong>communication, storytelling, and negotiation</strong> skills, with comfort presenting to both large and small audiences.</li> <li>Bachelor’s degree or equivalent practical experience.</li> </ul> <h2><strong>Preferred qualifications</strong></h2> <ul> <li>Experience selling <strong>Postgres, operational databases, OLTP workloads, or transactional cloud database services</strong>, ideally within large or strategic accounts.</li> <li>Familiarity with <strong>data platforms, lakehouse architectures, and cloud ecosystems</strong> (AWS, Azure, GCP), including how operational databases fit within broader data and AI strategies.</li> <li>Understanding of <strong>reverse ETL, real-time decisioning, and operational analytics</strong> use cases, and how they drive value for customer-facing and internal applications.</li> <li>Exposure to <strong>AI-native and agent-driven applications</strong> that depend on low-latenc