17 set - Milano
Databricks
Overview In this role, you will drive Lakebase adoption and revenue within a defined territory, collaborating with regional Account Executives to engage platform, data, and application teams. You will articulate the value of fully-managed Postgres for operational workloads and AI-native applications, guiding multi-stakeholder deals from discovery to close. You'll lead proofs-of-value and POCs to validate Lakebase benefits, while shaping cross-functional GTM motions and partner-driven opportunities. This is a chance to impact how customers modernize operational data and scale AI-enabled workloads.
Identify and qualify Lakebase activations and usage within a territory in collaboration with AEs
Sell Lakebase by addressing platform, data, and developer personas and aligning outcomes to performance, cost, and governance
Lead complex, multi-threaded sales cycles from discovery to close with technical and business stakeholders
Orchestrate proofs-of-value and POCs to demonstrate OLTP, reverse ETL, and AI/ML benefits
Win against legacy or cloud-native databases by leveraging competitive assets and references
Collaborate cross-functionally with Product, Marketing, CS, and Partners to shape territory plans and co-selling motions
Enable the field by sharing best practices and sales motions to scale Lakebase proficiency
Proven enterprise SaaS sales experience with a track record of over-quota performance in complex, multi-stakeholder deals
Experience selling data platforms or operational databases (Postgres, MySQL, cloud-native DBaaS) to technical and business buyers
Strong understanding of modern data and application architectures (cloud-native services, microservices, event-driven systems)
Ability to sell to both technical stakeholders and business leaders
Experience leading specialist or overlay motions in collaboration with core AEs
Executive presence with ability to lead C-level conversations and build trust with senior decision makers
Strong value selling skills—discoverin
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