Founding Account Executive, Database Optimization
C
CAST AICloud-native infrastructure
Our primary focus is net-new customer acquisition in North America.Full-TimeSenior
Salary not disclosed
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Job Details
- Experience
- Five or more years of quota-carrying B2B technology sales experience
- Required Skills
- PostgreSQLMySQLSalesforce
Requirements
- Five or more years of quota-carrying B2B technology sales experience, including enterprise or upper mid-market customers.
- A consistent record of meeting or exceeding new-business targets and winning net-new logos.
- Experience selling database, DBaaS, caching, data infrastructure, database observability, or application-performance solutions to technical organizations.
- 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.
- Experience leading initial technical discovery and standard product demonstrations.
- Ability to explore a customer's architecture and connect technical pain to business value.
- 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.
- Experience navigating multi-threaded sales involving DBAs, engineers, engineering leadership, security, procurement, and executive buyers.
- Ability to travel up to 25% for customer meetings, industry events, and periodic collaboration with our European Product and Engineering teams.
Responsibilities
- 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.
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