Lakebase Associate Director

SLSQ327R364

the company is seeking aLakebase Sales Specialistto help customers modernize their operational data foundation withthe company Lakebase, ourfully-managed Postgresoffering forintelligent applications. This high-impact role sits within the Lakebase Go-To-Market team and partners closely with regional Account Executives to drive adoption of Lakebase with platform, application, and data teams.

Lakebase gives customers a unified, governed foundation foroperational workloadsandAI-native applications, helping them move away from a fragmented estate of point databases toward a modern, scalable, serverless Postgres service. If you want to be at the forefront of operational databases for AI and intelligent applications at one of the fastest-growing data and AI companies in the world, this is your opportunity.

• Drive new Lakebase revenueby identifying, qualifying, and driving Lakebase activations and consumption within a defined territory, in partnership with regional Account Executives and the broader account team.

• Lead with outcomesfor key Lakebase personas — includingplatform teams and developers,data teams, andcentral IT— articulating how Lakebase helps them ship features faster, simplify operational data architectures, and improve governance and cost efficiency.

• Sell the value of fully-managed Postgres for intelligent applications, positioning Lakebase as the optimal choice for operational workloads that power real-time, AI-driven experiences.

• Run complex, multi-threaded sales cyclesfrom discovery and value hypothesis through commercial negotiation and close, navigating executive, technical, and line-of-business stakeholders.

• Orchestrate proof-of-value and POCsthat validate Lakebase’s benefits for OLTP-style workloads, reverse ETL, and AI/ML-driven applications, in partnership with solution architects and specialists.

• Compete and winagainst legacy and cloud-native operational databases by leveraging our compete assets, benchmarks, and customer references.

• Align to measurable business outcomes such as performance, developer productivity, time-to-market for new features, cost reduction, and simplification of the operational data landscape.

• Partner cross-functionallywith Product Management, Marketing, Customer Success, and Partner teams to shape territory plans, launch plays, and co-selling motions with key ISVs and GSIs.

• Enable the fieldby sharing Lakebase best practices, success stories, and sales motions with broader sales teams, helping scale Lakebase proficiency across the organization.

This role requires the ability to operate acrosstwo key motionssimultaneously:

• Establish top strategic focus accountsby engaging application development teams to create net-new intelligent applications leveraging Lakebase.

• Drive longer-term Postgres standardization and migrationwithin the company' most strategic accounts.

Candidates should demonstrate how they canact as a force multiplieracross multiple dimensions of the business.

Success in this role requires strength in four areas:

• Business ownership– Operate at a business-unit level by tracking revenue, pipeline, and key observations, and by identifying areas needing additional focus or support.

• Strategic account engagement– Partner with account teams to engage priority accounts across the global DB700, driving strategic opportunities from initial engagement through successful outcomes.

• Field, account, & customer enablement:Align customers and the field on the value of Lakebase by equipping AEs and SAs with the messaging and execution motions needed to confidently own accounts without specialist intervention.

• Market voice and thought leadership– Develop an internal and external presence by contributing to global AMAs and internal forums, and by representing the company at key first- and third-party events.

The interview process is designed to evaluate candidates across all four of these dimensions.

• Proven enterprise SaaS sales experience, consistently exceeding quota in complex, multi-stakeholder deals.

• Proven success sellingdata platforms, operational databases (e.g., Postgres, MySQL, cloud-native DBaaS), or adjacent data/AI infrastructureto technical buyers and business leaders.

• Strong understanding ofmodern data and application architectures, including cloud-native services, microservices, event-driven system