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
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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
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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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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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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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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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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
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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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Strong
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
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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 workplace
, helping shape new 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