Director, Sales Specialist

About the role

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.

Responsibilities

• 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.

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.
• A proven record of meeting or exceeding 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

• Experience with Databricks products and services.
• Experience with Databricks Lakebase.
• Experience with Databricks Data Intelligence Platform.

Skills

• Strategic thinking and execution.
• Technical acumen and understanding of modern application architectures.
• Ability to sell to C-level executives and technical stakeholders.
• Strong leadership and management skills.
• Excellent communication and presentation skills.

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.

Pay

Compensation is commensurate with experience.

Schedule

Full-time position.

Equal Opportunity Employer

Databricks is an equal opportunity employer and considers applicants without regard to race, color, religion, sex, national origin, age, disability, veteran status, genetic information, sexual orientation, gender identity or expression, or any other characteristic protected by law.

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.