Lakebase Associate Director at Databricks

<p data-pm-slice="1 1 []">SLSQ327R348</p> <p>Databricks is seeking a <strong>Lakebase Sales Specialist </strong>to help customers modernise 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> <p data-renderer-start-pos="2006"><strong data-renderer-mark="true">The impact you will have: </strong></p> <ul> <li><strong>Drive new Lakebase revenue</strong> by identifying, qualifying, and driving Lakebase activations and consumption 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 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 organisation</li> </ul> <p><strong>What success looks like in this role:</strong></p> <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 standardisation and migration</strong> within Databricks' most strategic accounts</li> </ul> <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, driving strategic opportunities from initial engagement through successful outcomes.</li> <li><strong>Field, account, & customer enablement: </strong>Align customers and the field on the value of Lakebase by equipping AEs and SAs with the messaging and execution motions needed to confidently own accounts without specialist intervention.</li> <li><strong>Market voice and thought leadership:</strong> Develop an int

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