Director, Lakebase Sales Specialists

Databricks is seeking a strategic Director of Lakebase Sales Specialists to lead a team focused on growing the Lakebase business, enhancing enterprise architecture, and driving revenue growth. Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow.

• •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.

• •At Databricks, we strive to provide 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.

• •At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards.

• •8+ years of experience in enterprise software, PaaS, 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.