Strategic Hunter Account Executive

As a Lakebase Sales Specialist Account Executive at Databricks, your role is crucial in helping customers modernize their operational data foundation with Databricks Lakebase, the fully-managed Postgres offering for intelligent applications. Your responsibilities include:

• Driving new Lakebase revenue by identifying, qualifying, and closing opportunities within a defined territory, in partnership with regional Account Executives and the broader account team.
• Leading with outcomes for key Lakebase personas, articulating how Lakebase helps them ship features faster, simplify operational data architectures, and improve governance and cost efficiency.
• Selling 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.
• Running complex, multi-threaded sales cycles from discovery through commercial negotiation and close, engaging with executive, technical, and line-of-business stakeholders.
• Orchestrating proof-of-value and POCs that validate Lakebase's benefits for various workloads, in partnership with solution architects and specialists.
• Competing and winning against legacy and cloud-native operational databases by leveraging compete assets, benchmarks, and customer references.
• Aligning to measurable business outcomes such as performance, developer productivity, time-to-market, cost reduction, and simplification of the operational data landscape.
• Partnering cross-functionally with various teams to shape territory plans, launch plays, and co-selling motions with key ISVs and GSIs.
• Enabling the field by sharing best practices, success stories, and sales motions with broader sales teams to scale Lakebase proficiency across the organization.

Success in this role involves operating across two key motions: establishing top strategic focus accounts and driving Postgres standardization within strategic accounts. You should excel in areas such as business ownership, strategic account engagement, field enablement, and market voice.

To be successful in this role, you should have:

• 7+ years of enterprise SaaS sales experience with a track record of exceeding quota in complex deals.
• Proven success in selling data platforms, operational databases, or adjacent data/AI infrastructure to technical buyers and business leaders.
• Strong understanding of modern data and application architectures, cloud-native services, and how operational data supports AI and analytics strategies.
• Ability to engage with technical and business stakeholders, lead specialist motions, and build trust with decision-makers.
• Excellent communication, negotiation, and presentation skills, with a bachelor's degree or equivalent practical experience.

Preferred qualifications include experience selling Postgres or cloud database services, familiarity with data platforms and cloud ecosystems, and exposure to AI-native applications and high-growth environments.

About Databricks:

Databricks is the data and AI company trusted by over 10,000 organizations worldwide, including Fortune 500 companies. They rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics, and AI. Databricks is headquartered in San Francisco and was founded by the creators of Lakehouse, Apache Spark, Delta Lake, and MLflow.

Databricks is committed to fostering a diverse and inclusive culture where everyone can excel. They ensure that their hiring practices are inclusive and meet equal employment opportunity standards. If you join Databricks, you will have access to comprehensive benefits and perks tailored to meet your needs. As a Lakebase Sales Specialist Account Executive at Databricks, your role is crucial in helping customers modernize their operational data foundation with Databricks Lakebase, the fully-managed Postgres offering for intelligent applications. Your responsibilities include:

• Driving new Lakebase revenue by identifying, qualifying, and closing opportunities within a defined territory, in partnership with regional Account Executives and the broader account team.
• Leading with outcomes for key Lakebase personas, articulating how Lakebase helps them ship features faster, simplify operational data architectures, and improve governance and cost efficiency.
• Selling 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.
• Running complex, multi-threaded sales cycles from discovery through commercial negotiation and close, engaging with executive, technical, and line-of-business stakeholders.
• Orchestrating proof-of-value and POCs that validate Lakebase's benefits for various workloads, in partnership with solution architects and specialists.
• Competing and winning against legacy and cloud-native operational databases by leveraging compete assets, benchmarks, and customer r