Sales Specialist – Central

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Databricks

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2013

🤖 Artificial Intelligence

🏢 Enterprise

☁️ SaaS

💰 $1.6G Series H on 2021-08

Artificial Intelligence • Enterprise • SaaS

Databricks is a data and AI company that provides a unified platform for data engineering, machine learning, and analytics. It focuses on optimizing big data processing and helps organizations leverage Apache Spark to deliver deeper insights and powerful data-driven applications. Databricks also offers robust tools and seamless integration for machine learning operations.

📋 Description

• Drive new Lakebase revenue by identifying, qualifying, and driving Lakebase activations and consumption 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.

🎯 Requirements

• 7+ years of enterprise SaaS sales experience • 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, with comfort presenting to both large and small audiences. • Bachelor’s degree or equivalent practical experience. • Experience selling Postgres, operational databases, OLTP workloads, or transactional cloud database services, ideally within large or strategic accounts. • Familiarity with data platforms, lakehouse architectures, and cloud ecosystems (AWS, Azure, GCP), including 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. • Exposure to AI-native and agent-driven applications that depend 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

• At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.