Lakebase Sales Specialist (Central) at Databricks

Lakebase Sales Specialist (Central) – Munich, Germany

Databricks is seeking a Lakebase Sales Specialist to lead the adoption of our fully‑managed Postgres offering, Lakebase, across the Central region (Germany, Switzerland, Austria, Eastern Europe).

The role is based in Munich, with flexibility to work within Germany for the right candidate.

Responsibilities

• Drive new Lakebase revenue by identifying, qualifying, and activating opportunities within a defined territory in partnership with Account Executives.
• Lead awareness and value conversation with key Lakebase personas — platform teams, developers, data teams, and central IT — showing how Lakebase enables faster feature delivery, simplifies operational data architectures, and improves governance and cost efficiency.
• Sell the value of a fully‑managed Postgres service for intelligent applications, positioning Lakebase as the optimal choice for operational workloads that power real‑time, AI‑driven experiences.
• Manage 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 initiatives 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 assets, benchmarks, and customer references.
• Align Lakebase outcomes with measurable business results 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.
• Establish top strategic focus accounts by engaging application development teams to create net‑new intelligent applications leveraging Lakebase.
• Drive longer‑term Postgres standardization and migration within Databricks’ most strategic accounts.
• Success Metrics

Success is reflected by operating at a business‑unit level, tracking revenue, pipeline, and key observations; engaging priority accounts from initial engagement through successful outcomes; and demonstrating a measurable impact on business‑unit metrics such as revenue growth, pipeline velocity, and customer satisfaction.

Requirements

• 7+ years of enterprise Saa S sales experience with a proven track record of exceeding quota in complex, multi‑stakeholder deals.
• Experience selling data platforms, operational databases (e. g., Postgres, My SQL, cloud‑native DBaa S), or related data/AI infrastructure to technical and business leaders.
• Strong understanding of modern data and application architectures, including 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).
• 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 with comfort presenting to large and small audiences.
• Bachelor’s degree or equivalent practical experience.
• Preferred Qualifications
• Experience selling Postgres or other operational databases, particularly OLTP workloads or transactional cloud database services.
• Familiarity with data platforms, lakehouse architectures, and cloud ecosystems (AWS, Azure, GCP), and how operational databases fit more broadly into data and AI strategies.
• Understanding of reverse ETL, real‑time decisioning, and operational analytics use cases.
• Experience in AI‑native and agent‑driven applications that depend on low‑latency, highly scalable operational data services.
• Track record 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.

EEO Statement

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, the employer may decline to proceed on this basis alone.

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