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Director, Lakebase Sales Specialist

Databricks· Sales / Lakebase
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Tokyo, JapanFull-timePosted 4mo ago

About the role

leadership role to grow Databricks Lakebase business in Japan by leading a team of specialists, partnering with Account Executives, Solution Architects, and regional Sales Leadership to modernize legacy databases and operationalize AI on the Databricks platform.

Responsibilities

  • Drive Revenue Growth
  • Own, manage, and exceed quarterly and annual consumption and booking targets for Lakebase within the region.
  • Build and maintain a healthy pipeline across application modernization, database consolidation, and operational workload opportunities.
  • Support the team in replacing or consolidating legacy operational databases onto the Databricks platform.
  • Execute and scale repeatable sales plays that drive land-and-expand adoption.
  • Lead and Develop the Specialist Team
  • Recruit, hire, and manage a high-performing team of Lakebase Sales Specialists.
  • Provide direct, hands-on coaching on complex deal strategy, technical qualification, and executive engagement.
  • Foster a culture of accountability, execution, and customer focus.
  • Partner with regional sales leadership (RVSPs/AVPs) to seamlessly integrate specialists into account plans and territory strategies.
  • Execute the Developer and Platform Sales Motion
  • Implement the global strategy for selling to application developers, platform engineering, and architecture organizations within your region.
  • Enable the regional core field sales team to identify and qualify operational workload opportunities.
  • Roll out discovery frameworks for application architectures, real-time systems, and transactional workloads.
  • Lead architecture workshops and developer engagement initiatives to demonstrate tangible business value.
  • Strategic Customer and Partner Engagement
  • Establish trusted relationships with regional CIOs, CTOs, Chief Architects, and platform leaders.
  • Position Databricks as a premier application data platform alongside its data and AI capabilities.
  • Directly support the team on strategic, high-value accounts pursuing application modernization or real-time digital transformation initiatives.
  • Collaborate with cloud providers, SIs, and ISVs to accelerate adoption.
  • Provide Field Feedback to Product and GTM
  • Serve as a critical feedback loop from the regional field to Product, Engineering, and Global Specialist Leadership.
  • Provide structured insights on regional customer requirements, competitive dynamics, and blockers.
  • Partner with Product Marketing to localize and refine messaging, positioning, and competitive differentiation.

Qualifications

  • 8+ years of experience in enterprise software, SaaS, cloud platform, database, or developer platform sales
  • 3+ years of experience directly managing high-performing enterprise sales or specialist teams
  • Demonstrated success in executing specialized GTM motions or scaling new product lines within a larger matrixed organization
  • Strong technical baseline and understanding of modern application architectures, including APIs, microservices, real-time systems, and distributed applications
  • Proven track record of selling into CIO, CTO, architecture, and platform engineering organizations
  • Ability to co-sell and navigate complex, multi-stakeholder enterprise sales cycles alongside core account teams
  • A proven record of meeting or exceeding revenue targets in highly competitive markets
  • Ability to translate complex technical platform capabilities into tangible business value for both executives and developers
  • Excellent communication, coaching, and presentation skills

Skills

Required:Enterprise software salesTeam leadership

Benefits

  • Benefits details available regionally via provided link
Last updated Sep 10, 2026. Interested? Apply on the company site.

About Databricks

Leading Data and AI Platform for Enterprises

Databricks offers a unified platform for data, analytics and AI. Build better AI with a data-centric approach. Simplify ETL, data warehousing, governance and AI on the Data Intelligence Platform.

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