Director, Sales Specialist

SLSQ227R823

We are looking for a highly strategic and execution-oriented Director, Lakebase Sales Specialists, to lead a regional team of specialists responsible for growing the Databricks Lakebase business.

Databricks Lakebase extends the Databricks Data Intelligence Platform into operational workloads, enabling customers to build and run real-time, transactional, and AI-powered applications directly on governed enterprise data. This role sits at the center of a major shift in enterprise architecture as organizations move away from fragmented stacks toward a unified data and application platform.

In this role, you will manage a team of specialists partnering directly with Account Executives, Solution Architects, and regional Sales Leadership to help customers modernize legacy databases, simplify application architectures, and operationalize AI in production systems. This role requires strong sales leadership, deep domain expertise, and the ability to execute a specialized sales motion across a regional field organization.

This is a highly visible role that collaborates closely with Global Sales Leadership, Product, and Engineering to help scale how Databricks engages developer and platform engineering buying centers.

The Impact You Will Have:

• Drive Revenue Growth
• 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.
• Lead and Develop the Specialist Team
• 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.
• Execute the Developer and Platform Sales Motion
• 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.
• Strategic Customer and Partner Engagement
• 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.
• Provide Field Feedback to Product and GTM
• 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.

What We Look For:

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

About Databricks

Databricks is the Data and AI company. More than 20,000 organizations worldwide - including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 - rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on LinkedIn, X, YouTube, and Instagram.

Benefits

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.

Our Commitment to Diversity and Inclusion

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. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.

Compliance

If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.