Job Description

SLSQ327R370

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Databricks is seeking a Lakebase Sales Specialist Account Executive in Sydney to help customers modernise their operational data foundation with Databricks Lakebase , our fully-managed Postgres offering for intelligent applications . This high-impact role sits within the Lakebase Go-To-Market team and partners closely with regional Account Executives to drive adoption of Lakebase with platform, application, and data teams.

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Lakebase gives customers a unified, governed foundation for operational workloads and AI-native applications , helping them move away from a fragmented estate of point databases toward a modern, scalable, serverless Postgres service. If you want to be at the forefront of operational databases for AI and intelligent applications at one of the fastest-growing data and AI companies in the world, this is your opportunity.

The impact you will have n

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- Drive new Lakebase revenue by identifying, qualifying, and closing Lakebase opportunities within a defined territory, in partnership with regional Account Executives and the broader account team.
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- 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.
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- 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.
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- Run complex, multi-threaded sales cycles from discovery and value hypothesis through commercial negotiation and close, navigating executive, technical, and line-of-business stakeholders.
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- 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.
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- Compete and win against legacy and cloud-native operational databases by leveraging our compete assets, benchmarks, and customer references.
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- 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.
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- 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.
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- Enable the field by sharing Lakebase best practices, success stories, and sales motions with broader sales teams, helping scale Lakebase proficiency across the organization.
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What success looks like in this role n

This role requires the ability to operate across two key motions simultaneously:

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- Establish top strategic focus accounts by engaging application development teams to create net-new intelligent applications leveraging Lakebase.
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- Drive longer-term Postgres standardization and migration within Databricks' most strategic accounts.
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Candidates should demonstrate how they can act as a force multiplier across multiple dimensions of the business.

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Success in this role requires strength in four areas:

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1. Business ownership - Operate at a business-unit level by tracking revenue, pipeline, and key observations, and by identifying areas needing additional focus or support.
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2. Strategic account engagement - Partner with account teams to engage priority accounts across the global DB700, driving strategic opportunities from initial engagement through successful outcomes.
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3. Field enablement - Build and execute enablement plans that empower AEs and SAs to confidently carry the Lakebase conversation even when the specialist is not present.
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4. Market voice and thought leadership - Develop an internal and external presence by contributing to global AMAs and internal forums, and by representing Databricks at key first- and third-party events.
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The interview process is designed to evaluate candidates across all four of these dimensions.

What we look for n

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- 7+ years of enterprise SaaS sales experience , consistently exceeding quota in complex, multi-stakeholder deals.
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- 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.
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- 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.
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- Ability to sell to both technical stakeholders (developers, architects, data engineers) and business stakeholders (product leaders, operations, line-of-business owners).
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- Demonstrated experience leading specialist or overlay motions , working jointly with core Account Executives to create and progress opportunities.
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- Executive presence with the ability to whiteboard architectures , lead C-level conversations, and build trust with senior decision makers.
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- Robust value selling skills: adept at discovering pain, building a business case, and tying technical capabilities to clear, quantified outcomes.
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- Excellent communication, storytelling, and negotiation skills, with comfort presenting to both large and small audiences.
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- Bachelor's degree or equivalent practical experience.
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Preferred qualifications n

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- Experience selling Postgres, operational databases, OLTP workloads, or transactional cloud database services , ideally within large or strategic accounts.
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- Familiarity with data platforms, lakehouse architectures, and cloud ecosystems (AWS, Azure, GCP), including how operational databases fit within broader data and AI strategies.
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- Understanding of reverse ETL, real-time decisioning, and operational analytics use cases, and how they drive value for customer-facing and internal applications.
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- Exposure to AI-native and agent-driven applications that depend on low-latency, highly scalable operational data services.
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- Prior experience in a high-growth, category-creating environment , helping shape recent plays, messaging, and customer narratives.
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- Experience collaborating with partners and ISVs to drive joint pipeline and co-sell motions.
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📌 Lakebase Specialist Sales (New South Wales)
🏢 Databricks
📍 New South Wales