Lakebase Sales Specialist, Associate Director (Switzerland, Austria, Eastern Europe)

SLSQ327R343

Databricks is seeking a

Lakebase Sales Specialist

to help customers modernize 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. 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. This role is based in Zurich, Switzerland and will work with our customers across the Central region. The impact you will have 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. 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. What success looks like in this role This role requires the ability to operate across

two key motions

simultaneously: Establish top strategic focus accounts

by engaging application development teams to create net-new intelligent applications leveraging Lakebase. Drive longer-term Postgres standardization and migration

within Databricks' most strategic accounts. Candidates should demonstrate how they can

act as a force multiplier

across multiple dimensions of the business. Success in this role requires strength in four areas: Business ownership

– Operate at a business-unit level by tracking revenue, pipeline, and key observations, and by identifying areas needing additional focus or support. Strategic account engagement

– Partner with account teams to engage priority accounts across the global DB700, driving strategic opportunities from initial engagement through successful outcomes. 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. 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. The interview process is designed to evaluate candidates across all four of these dimensions. What we look for Strong enterprise SaaS sales experience , consistently exceeding quota in complex, multi-stakeholder deals. 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.

Preferred qualifications

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 E