Note: The job is a remote job and is open to candidates in USA. Databricks is the data and AI company, seeking a highly strategic and execution-oriented Director, Lakebase Sales Specialists to lead a regional team responsible for growing the Databricks Lakebase business. This role involves managing a team of specialists, driving revenue growth, and collaborating with various stakeholders to modernize legacy databases and operationalize AI.
Responsibilities
- Own, manage, and exceed quarterly and annual consumption and booking targets for Lakebase within the region
- Build and maintain a healthy pipeline across application modernization, database consolidation, and operational workload opportunities
- Support the team in replacing or consolidating legacy operational databases onto the Databricks platform
- Execute and scale repeatable sales plays that drive land-and-expand adoption
- Recruit, hire, and manage a high-performing team of Lakebase Sales Specialists
- Provide direct, hands-on coaching on complex deal strategy, technical qualification, and executive engagement
- Foster a culture of accountability, execution, and customer focus
- Partner with regional sales leadership (RVSPs/AVPs) to seamlessly integrate specialists into account plans and territory strategies
- Implement the global strategy for selling to application developers, platform engineering, and architecture organizations within your region
- Enable the regional core field sales team to identify and qualify operational workload opportunities
- Roll out discovery frameworks for application architectures, real-time systems, and transactional workloads
- Lead architecture workshops and developer engagement initiatives to demonstrate tangible business value
- Establish trusted relationships with regional CIOs, CTOs, Chief Architects, and platform leaders
- Position Databricks as a premier application data platform alongside its data and AI capabilities
- Directly support the team on strategic, high-value accounts pursuing application modernization or real-time digital transformation initiatives
- Collaborate with cloud providers, SIs, and ISVs to accelerate adoption
- Serve as a critical feedback loop from the regional field to Product, Engineering, and Global Specialist Leadership
- Provide structured insights on regional customer requirements, competitive dynamics, and blockers
- Partner with Product Marketing to localize and refine messaging, positioning, and competitive differentiation
Skills
- 8+ years of experience in enterprise software, SaaS, cloud platform, database, or developer platform sales
- 3+ years of experience directly managing high-performing enterprise sales or specialist teams
- Demonstrated success in executing specialized GTM motions or scaling new product lines within a larger matrixed organization
- Strong technical baseline and understanding of modern application architectures, including APIs, microservices, real-time systems, and distributed applications
- Proven track record of selling into CIO, CTO, architecture, and platform engineering organizations
- Ability to co-sell and navigate complex, multi-stakeholder enterprise sales cycles alongside core account teams
- A proven record of meeting or exceeding revenue targets in highly competitive markets
- Ability to translate complex technical platform capabilities into tangible business value for both executives and developers
- Excellent communication, coaching, and presentation skills
Benefits
- 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](https://docs.google.com/document/d/154un3e8Xav4BceOSlcYFZRGEuQI54xMxVydRwQn54eQ/edit?usp=sharing)
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