Director, Lakebase Sales Specialists - Retail

Overview

We are seeking a Director, Lakebase Sales Specialists to lead a regional team in growing the Databricks Lakebase business across the Retail, CPG, Travel & Hospitality verticals.

About the role

This role is central to a major shift in enterprise architecture, helping customers modernize legacy databases, simplify application architectures, and operationalize AI in production systems.

Responsibilities

• Drive revenue growth 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.

Requirements

• 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.
• Able to co-sell and navigate complex, multi-stakeholder enterprise sales cycles alongside core account teams.
• Able to meet or exceed revenue targets in highly competitive markets.
• Able to translate complex technical platform capabilities into tangible business value for both executives and developers.
• Excellent communication, coaching, and presentation skills.

Qualifications

• Master’s degree in Computer Science, Business Administration, or related field.
• Experience with Databricks products and technologies.
• Ability to work independently and as part of a team.
• Strong problem-solving and analytical skills.

Skills

• Strategic thinking and execution.
• Leadership and management skills.
• Technical acumen and understanding of modern application architectures.
• Customer relationship management.
• Collaboration and teamwork.

Benefits

Comprehensive benefits and perks are provided, including eligibility for annual performance bonus, equity, and the benefits listed above. For more information on specific benefits in your region, please visit our page here.

Pay

The pay range for this role is listed below and represents the expected base salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors, including job-related skills, depth of experience, relevant certifications and training, and specific work location. Databricks anticipates utilizing the full width of the range. For more information, visit our page here.

About Databricks

Databricks is the data and AI company. More than 10,000 organizations worldwide 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. To learn more, follow Databricks on Twitter, LinkedIn, and Facebook.

Equal Opportunity Employer

Databricks is 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.