Responsibilities

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.

Qualification

Experience selling databaseStrong qualificationExperience at a database platform

Required

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. Adjacent infrastructure experience may qualify when it includes repeated sales to DBAs or database-owning engineering teams.
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, with good judgment about when to involve Product or Engineering specialists.
Ability to explore a customer's architecture, connect technical pain to business value, and recognize when Product or Engineering should join a deeper discussion.
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.
Strong qualification, pipeline management, and forecasting discipline.
Comfort operating without a mature playbook and a demonstrated bias toward action, ownership, and learning.
Clear written and verbal communication skills.

Preferred

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.

Head of Channel | USA at Castaigroupinc · LumiJobs

Head of Channel | USA

Responsibilities

Qualification

Required

Preferred

Benefits

Company

Castaigroupinc

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