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About the Role
Databricks is seeking a Lakebase Sales Specialist Account Executive in Japan to help customers modernize their operational data foundation with Databricks Lakebase, our fully-managed Postgres offering for intelligent applications. This role partners closely with regional Account Executives to drive adoption of Lakebase with platform, application, and data teams. Lakebase provides a unified, governed foundation for operational workloads and AI-native applications, moving customers from fragmented databases to a modern, scalable, serverless Postgres service. This is an opportunity to be at the forefront of operational databases for AI and intelligent applications at a fast-growing data and AI company.
Responsibilities
- Drive new Lakebase revenue by identifying, qualifying, and closing opportunities within a defined territory, in partnership with regional Account Executives and the broader account team.
- Lead with outcomes for key Lakebase personas, 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 powering real-time, AI-driven experiences.
- Run complex, multi-threaded sales cycles from discovery through commercial negotiation and close, navigating executive, technical, and line-of-business stakeholders.
- Orchestrate proof-of-value and POCs that validate Lakebase’s benefits for OLTP-style workloads, reverse ETL, and AI/ML-driven applications, in partnership with solution architects and specialists.
- Compete and win against legacy and cloud-native operational databases by leveraging 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-functionally with 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 field by sharing Lakebase best practices, success stories, and sales motions with broader sales teams, helping scale Lakebase proficiency across the organization.
Requirements
- 7+ years of enterprise SaaS sales experience, consistently exceeding quota in complex, multi-stakeholder deals.
- Proven success selling data platforms, operational databases (e.g., Postgres, MySQL, cloud-native DBaaS), or adjacent data/AI infrastructure to technical buyers and business leaders.
- Strong understanding of modern data and application architectures, including cloud-native services, microservices, event-driven systems, and how operational data underpins AI and analytics strategies.
- Ability to sell to both technical stakeholders (developers, architects, data engineers) and business stakeholders (product leaders, operations, line-of-business owners).
- Demonstrated experience leading specialist or overlay motions, working jointly with core Account Executives to create and progress opportunities.
- Executive presence with the ability to whiteboard architectures, lead C-level conversations, and build trust with senior decision makers.
- Strong value selling skills: adept at discovering pain, building a business case, and tying technical capabilities to clear, quantified outcomes.
- Excellent communication, storytelling, and negotiation skills, with comfort presenting to both large and small audiences.
- Bachelor’s degree or equivalent practical experience.
- Experience selling Postgres, operational databases, OLTP workloads, or transactional cloud database services, ideally within large or strategic accounts.
- Familiarity with data platforms, lakehouse architectures, and cloud ecosystems (AWS, Azure, GCP), including how operational databases fit within broader data and AI strategies.
- Understanding of reverse ETL, real-time decisioning, and operational analytics use cases, and how they drive value for customer-facing and internal applications.
- Exposure to AI-native and agent-driven applications that depend on low-latency, highly scalable operational data services.
- Prior experience in a high-growth, category-creating environment, helping shape new plays, messaging, and customer narratives.
- Experience collaborating with partners and ISVs to drive joint pipeline and co-sell motions.
Skills
- SaaS sales
- Data platforms
- Operational databases
- Cloud-native services
- Microservices
- Event-driven systems
- AI and analytics strategies
- Value selling
- Communication
- Storytelling
- Negotiation
- Postgres
- OLTP workloads
- Transactional cloud database services
- Data platforms
- Lakehouse architectures
- Cloud ecosystems (AWS, Azure, GCP)
- Reverse ETL
- Real-time decisioning
- Operational analytics
- AI-native applications
- Agent-driven applications
Location
- Japan
Work Type
- Full-time
Experience Level
- 7+ years of enterprise SaaS sales experience
Education Level
- Bachelor’s degree or equivalent practical experience
Benefits
- Comprehensive benefits and perks that meet the needs of all of our employees
About the Company
- 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.
Equal Opportunity
- 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.