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Lakebase Sales Specialist (Enterprise UKI)
Databricks · 🇬🇧 London, United Kingdom
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About the role
SLSQ327R354 Databricks is seeking a Lakebase Sales Specialist to help customers modernize their operational data foundation with Databricks Lakebase, our fully-managed Postgres offering for intelligent applications. 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. Lakebase gives customers a unified, governed foundation for operational workloads and AI-native applications, 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. The impact you will have: • 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 organisation. What we look for: • Extensive 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: adept at discovering pain, building a business case, and tying technical capabilities to clear, quantified outcomes. • Excellent communication, storytelling, and negotiation skills, w