Founding Account Executive (Database Optimization)

• Cast AI Database Optimizer (DBO) helps organizations improve database performance while reducing infrastructure cost and operational effort
• It combines autonomous query caching, connection pooling, AI-driven query rewriting, and automated performance tuning for PostgreSQL and MySQL environments
• Instead of stopping at recommendations that engineering teams must implement themselves, DBO takes tuning actions automatically
• It works with self-hosted, cloud-hosted, and managed databases and does not require application code changes
• We are hiring a Founding Account Executive to develop and close new business for DBO as we turn early customer validation into a repeatable commercial motion
• You will own the complete sales cycle: creating and converting pipeline, leading technical discovery and standard product demonstrations, coordinating proofs of concept, building the business case, and negotiating and closing new customers
• This is a hands-on individual-contributor role with unusual influence
• You will work directly with Cast AI’s founders and DBO Product and Engineering leaders to refine our ideal customer profile, sharpen our positioning, and turn customer learning into a scalable sales playbook
• As the team grows, there will be opportunities to take on broader scope and help shape how the commercial organization develops
• Our primary focus is net-new customer acquisition in North America
• The target market includes upper mid-market and emerging-enterprise organizations with meaningful database scale, as well as fast-growing cloud-native companies that offer faster adoption and land-and-expand potential
• You will be supported by product marketing, inbound demand generation, and AI-assisted lead nurture
• Cast AI will also bring the right Product and Engineering resources into discovery and qualified proofs of concept, giving you strong technical support while you remain accountable for the customer relationship and commercial process
• Success will be measured through new annual recurring revenue, net-new customers, qualified pipeline, referenceable wins, forecast quality, and evidence that the DBO sales motion is becoming repeatable
• Own the full DBO sales cycle, from targeted prospecting and sales-ready inbound opportunities through discovery, demonstration, proof of concept, negotiation, and close
• Build a meaningful portion of your pipeline through focused outbound activity while converting demand created through organic search, paid programs, events, partnerships, and AI-assisted nurture
• Lead credible discovery with DBAs, application and platform engineers, FinOps teams, and engineering leaders to understand database cost, latency, scale, reliability, and operational challenges
• Deliver standard DBO product demonstrations independently and explain how autonomous caching, connection pooling, AI-driven query rewriting, and automated tuning apply to a customer’s environment
• Define a clear value hypothesis, entry criteria, measurable success criteria, and mutual action plan before beginning a proof of concept
• Partner with Product and Engineering throughout discovery and qualified proofs of concept, bringing the right technical expertise into architecture, security, compatibility, and performance discussions
• Translate technical findings into quantified business cases for engineering leaders and executive buyers
• Develop champions and multi-thread relationships across technical, economic, security, procurement, and executive stakeholders
• Maintain disciplined opportunity qualification, pipeline management, and forecasting, and provide clear commercial insights to leadership
• Capture customer feedback, objections, competitive patterns, and win/loss insights to improve the product, positioning, and sales playbook
• Represent Cast AI at selected database, cloud-native, and infrastructure conferences and customer events
• Use AI-powered workflows to improve account research, preparation, follow-up, pipeline analysis, and selling effectiveness

Benefits

• Remote work: Enjoy the flexibility of remote-first work. While we have offices, our team is globally distributed, and remote work is fully supported
• Company stock options: Become a shareholder from day one. We offer stock options to all team members as part of our commitment to shared success.
• Annual Hackathon: Innovation is in our DNA. Join our global hackathon to collaborate, build, and explore new ideas beyond your usual role.
• Health insurance: Your well-being matters. We offer comprehensive health coverage and wellness support.
• Flexible working hours: Design a work schedule that fits your lifestyle. We trust you to manage your time effectively.
• Home office allowance: We help you create a comfortable, productive workspace with a dedicated home office stipend.
• Bonus days off: Recharge with extra paid time off beyond standard holidays – because work-life balance matters.
• Learning & development budget: Invest in yourself. We provide a budget for courses, conferences, and other learning opportunities.
• Company events & team building: From local meetups to virtual socials and team retreats, we make time to connect and celebrate.- Working knowledge of PostgreSQL or MySQL and familiarity with concepts such as query performance, query optimization, caching, connection pooling, read replicas, and automated database tuning
• Strong qualification, pipeline management, and forecasting discipline
• Five or more years of quota-carrying B2B technology sales experience, including enterprise or upper mid-market customers
• Experience navigating multi-threaded sales involving DBAs, engineers, engineering leadership, security, procurement, and executive buyers
• Experience leading initial technical discovery and standard product demonstrations, with good judgment about when to involve Product or Engineering specialists
• Clear written and verbal communication skills
• Ability to explore a customer’s architecture, connect technical pain to business value, and recognize when Product or Engineering should join a deeper discussion
• A consistent record of meeting or exceeding new-business targets and winning net-new logos
• Comfort operating without a mature playbook and a demonstrated bias toward action, ownership, and learning
• Experience selling database, DBaaS, caching, data infrastructure, database observability, or application-performance solutions to technical organizations. Adjacent infrastructure experience may qualify when it includes repeated sales to DBAs or database-owning engineering teams
• Experience running time-bound technical evaluations or proofs of concept in partnership with customer and engineering teams
• Ability to create pipeline through focused outbound activity in addition to converting company-generated demand
• Ability to travel up to 25% for customer meetings, industry events, and periodic collaboration with our European Product and Engineering teams
• Experience at a database platform, DBaaS, caching, database-performance, or observability company
• A record of closing initial lands in the $50,000-$100,000 ARR range and expanding them over time
• Experience building an early sales motion for a new product or category
• Strong technical fluency in relational databases and cloud infrastructure without losing focus on business outcomes
• Experience selling effectively in a 60-90-day evaluation cycle that includes a proof of concept
• Experience using customer and deal evidence to influence product strategy, messaging, and go-to-market execution- Screening call with Recruiter
• Hiring Manager interview
• 1-2 additional interviews based on the role
• Culture Check interview with an executive
• *As part of our standard hiring process, we would like to inform you that a background check may be conducted at the final stage of recruitment through our third-party provider, Checkr