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Lakebase Specialist Sales

Databricks· Lakebase Go-To-Market
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MelbourneFull-timePosted 1mo ago

About the role

Databricks is seeking a Lakebase Sales Specialist Account Executive in Melbourne to drive adoption and revenue for Lakebase, the fully-managed Postgres offering for intelligent applications, within a two-motion go-to-market model partnering with regional Account Executives.

Responsibilities

  • Drive new Lakebase revenue by identifying, qualifying, and closing Lakebase opportunities within a defined territory, in partnership with regional Account Executives and the broader account team.
  • Lead with outcomes for key Lakebase personas — including platform teams and developers, data teams, and central IT — articulating how Lakebase helps them ship features faster, simplify operational data architectures, and improve governance and cost efficiency.
  • Sell the value of fully-managed Postgres for intelligent applications, positioning Lakebase as the optimal choice for operational workloads that power real-time, AI-driven experiences.
  • Run complex, multi-threaded sales cycles from discovery and value hypothesis through commercial negotiation and close, navigating executive, technical, and line-of-business stakeholders.
  • Orchestrate proof-of-value and POCs that validate Lakebase’s benefits for OLTP-style workloads, reverse ETL, and AI/ML-driven applications, in partnership with solution architects and specialists.
  • Compete and win against legacy and cloud-native operational databases by leveraging our compete assets, benchmarks, and customer references.
  • Align to measurable business outcomes such as performance, developer productivity, time-to-market for new features, cost reduction, and simplification of the operational data landscape.
  • Partner cross-functionally with Product Management, Marketing, Customer Success, and Partner teams to shape territory plans, launch plays, and co-selling motions with key ISVs and GSIs.
  • Enable the field by sharing Lakebase best practices, success stories, and sales motions with broader sales teams, helping scale Lakebase proficiency across the organization.

Qualifications

  • 7+ years of enterprise SaaS sales experience, consistently exceeding quota in complex, multi-stakeholder deals.
  • Proven success selling data platforms, operational databases (e.g., Postgres, MySQL, cloud-native DBaaS), or adjacent data/AI infrastructure to technical buyers and business leaders.
  • Strong understanding of modern data and application architectures, including cloud-native services, microservices, event-driven systems, and how operational data underpins AI and analytics strategies.
  • Ability 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, working jointly with core Account Executives to create and progress opportunities.
  • Executive presence with the ability to whiteboard architectures, lead C-level conversations, and build trust with senior decision makers.
  • Strong value selling skills: discovering pain, building a business case, and tying technical capabilities to clear, quantified outcomes.
  • Excellent communication, storytelling, and negotiation skills, with comfort presenting to both large and small audiences.
  • Bachelor’s degree or equivalent practical experience.

Skills

Required:Enterprise SaaS salesSolution selling

Benefits

  • See region-specific benefits link in job description.
Last updated Sep 17, 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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