Lakebase Sales Specialist (Central) at Databricks

Lakebase Sales Specialist (Central) – Databricks – Frankfurt am Main, HE, DE

Full‑time, on‑site position offering career growth opportunities.

Lakebase Sales Specialists (Central) help customers modernize their operational data foundation using Databricks Lakebase, a fully‑managed Postgres offering for intelligent applications.

Overview

Embedded in the Lakebase Go‑To‑Market team, you will partner closely with regional Account Executives to drive adoption of Lakebase across platform, application, and data teams.

You will focus on customers in the Central region (Germany, Switzerland, Austria, Eastern Europe) from a base location in Munich (flexible within Germany for the right candidate).

Your main impact will be driving new Lakebase revenue by identifying, qualifying, and activating Lakebase within a defined territory, in partnership with regional Account Executives and the broader account team.

You will articulate how Lakebase helps platform, developer, data, and central IT teams ship features faster, simplify operational data architectures, and improve governance and cost efficiency.

You will run complex, multi‑threaded sales cycles from discovery and value hypothesis through commercial negotiation and close, navigating executive, technical, and line‑of‑business stakeholders.

In addition, you will 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.

Competitive positioning will be key: you will compete against legacy and cloud‑native operational databases by leveraging our assets, benchmarks, and customer references.

Outcomes will be measured against performance, developer productivity, time‑to‑market, cost reduction, and simplification of the operational data landscape.

Cross‑functional collaboration will be crucial.

You will partner with Product Management, Marketing, Customer Success, and Partner teams to shape territory plans, launch plays, and co‑selling motions with key ISVs and GSIs.

You will also enable the field by sharing Lakebase best practices, success stories, and sales motions to scale Lakebase proficiency across the organization.

Responsibilities

• Drive new Lakebase revenue by engaging and qualifying strategic accounts and creating net‑new intelligent applications leveraging Lakebase.
• Operate two key motions simultaneously: establishing strategic focus accounts and driving long‑term Postgres standardization and migration within Databricks’ most strategic accounts.
• Track revenue, pipeline, and key observations at a business‑unit level, and identify areas for additional focus or support.
• Partner with account teams to engage priority accounts across the global DB700, guiding opportunities from initial engagement to successful outcomes.
• Align customers and the field on Lakebase value by equipping AEs and SAs with messaging and execution motions to confidently own accounts without specialist intervention.
• Represent Databricks in global AMAs, internal forums, and key industry events to contribute to market voice and thought leadership.
• Execute execution motions and deliver on measurable business outcomes such as performance, developer productivity, time‑to‑market, cost reductions, and data landscape simplification.

Qualifications

• 7+ years of enterprise Saa S sales experience, consistently exceeding quota in complex, multi‑stakeholder deals.
• Proven success selling data platforms or operational databases (Postgres, My SQL, cloud‑native DBaa S) to technical buyers and business leaders.
• Strong understanding of modern data and application architectures, cloud‑native services, microservices, and event‑driven systems.
• Ability to sell to both technical stakeholders (developers, architects, data engineers) and business stakeholders (product leaders, operations, line‑of‑business owners).
• 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 quantified outcomes.
• Excellent communication, storytelling, and negotiation skills, with comfort presenting to both large and small audiences.
• Bachelor’s degree or equivalent practical experience.
• Preferred Qualifications
• Experience selling Postgres, operational databases, OLTP workloads, or transactional cloud database services within large or strategic accounts.
• Familiarity with data platforms, lakehouse architectures, and cloud ecosystems (AWS, Azure, GCP), and how operational databases fit within broader data and AI strategies.
• Understanding of reverse ETL, real‑time decisioning, and operational analytics use cases, and how they drive value for customer‑facing and internal applications.
• Experience with AI‑native and agent‑driven applications that rely on low‑latency, highly scalable operational data services.
• Prior experience in a high‑growth, category‑creating environment, helping shape new plays, messaging, and customer narratives.
• Experience collaborating with partners and ISVs to drive joint pipeline and co‑sell motions.

Benefits

Databricks offers comprehensive benefits and perks that meet the needs of all employees. For details on benefits in your region, please refer to the local benefit portal.

Our Commitment to Diversity and Inclusion

Databricks is committed to fostering a diverse and inclusive culture where everyone can excel.

We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards.

Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio‑economic status, veteran status, and other protected characteristics.

Compliance

If access to export‑controlled technology or source code is required for performance of job duties, it is within the Employer’s discretion whether to apply for a U.

S. government license for such positions, and the Employer may decline to proceed with an applicant on this basis alone.

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