Founding Account Executive, Database Optimization (DBO)

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Founding Account Executive, Database Optimization (DBO) based in United States.

This is a high-impact, hands-on sales role focused on bringing an emerging database optimization solution to market across North America. You will own the full enterprise sales cycle, from targeted prospecting and discovery through technical evaluations, negotiation, and close. The role combines commercial ownership with strong technical engagement across database, cloud, and application infrastructure environments. You’ll work closely with founders, Product, Engineering, and Marketing to define the ideal customer profile and build a repeatable go-to-market motion. Your work will directly influence product positioning, sales strategy, customer references, and the evolution of the commercial organization. This is an ideal opportunity for an entrepreneurial sales professional who thrives in an early-stage environment with significant autonomy and visibility. Success will be measured through new ARR, net-new customers, qualified pipeline, forecast accuracy, and the creation of a scalable sales playbook.

Accountabilities:: Own the complete DBO sales cycle, including targeted prospecting, inbound qualification, discovery, demonstrations, proof-of-concept programs, negotiation, and closing.

Build a significant portion of pipeline through focused outbound prospecting while converting demand generated through inbound, events, partnerships, organic and paid programs, and AI-assisted lead nurturing.

Lead technical discovery with DBAs, application and platform engineers, FinOps teams, engineering leaders, and executive stakeholders to uncover database cost, latency, scalability, reliability, and operational challenges.

Independently deliver product demonstrations and clearly explain autonomous caching, connection pooling, AI-driven query rewriting, and automated database tuning in the context of customer environments.

Establish value hypotheses, evaluation criteria, measurable success metrics, and mutual action plans before launching proofs of concept.

Partner with Product and Engineering during qualified evaluations, coordinating technical expertise around architecture, security, compatibility, integrations, and performance.

Translate technical findings and operational challenges into quantified business cases that demonstrate measurable value to engineering and executive buyers.

Build strong champions and multi-threaded relationships across technical, economic, security, procurement, and executive stakeholders.

Maintain rigorous opportunity qualification, pipeline management, forecasting, and sales reporting while providing actionable commercial insights to leadership.

Capture customer feedback, objections, competitive intelligence, and win/loss insights to continuously improve positioning, product direction, and the sales playbook.

Represent the business at relevant database, cloud-native, infrastructure, and customer events.

Use AI-enabled workflows to improve account research, sales preparation, follow-up, pipeline analysis, and overall selling effectiveness.

Requirements:

5+ years of quota-carrying B2B technology sales experience, including experience selling to enterprise or upper mid-market customers.

Demonstrated success consistently achieving or exceeding new-business targets and acquiring net-new customers.

Experience selling database platforms, DBaaS, caching, data infrastructure, database observability, application-performance solutions, or closely related infrastructure technologies.

Strong working knowledge of PostgreSQL or MySQL and concepts including query performance, optimization, caching, connection pooling, read replicas, and automated database tuning.

Ability to independently conduct technical discovery and deliver credible product demonstrations, while recognizing when deeper Product or Engineering involvement is required.

Experience exploring customer architectures, connecting technical challenges to business outcomes, and developing compelling value propositions.

Proven experience managing structured technical evaluations or proofs of concept in collaboration with customer and engineering teams.

Ability to generate pipeline through proactive outbound activity in addition to converting company-generated demand.

Experience managing complex, multi-threaded sales involving DBAs, engineers, engineering leaders, security teams, procurement, and executive decision-makers.

Strong sales qualification, pipeline management, forecasting, negotiation, and closing skills.

Entrepreneurial mindset with the ability to operate effectively without an established playbook, take ownership, move quickly, and learn from customer and market feedback.

Excellent written and verbal communication skills, with the ability to communicate effectively with both technical and business audiences.

Strong commercial judgment combined with technical fluency in relational databases and cloud infrastructure.

Willingness to travel up to 25% for customer meetings, industry events, and periodic collaboration with international Product and Engineering teams.

Experience working for a database platform, DBaaS, caching, database-performance, or observability company is a strong plus.

Experience closing initial deals in the $50,000–$100,000 ARR range and expanding accounts over time is preferred.

Experience building an early-stage sales motion for a new product or category is highly desirable.

Experience operating within 60–90-day technical evaluation and proof-of-concept cycles is advantageous.

Bachelor’s degree is not explicitly required; demonstrated equivalent professional experience and technical/commercial expertise are valued.

Benefits:

Competitive compensation package with potential equity participation.

Flexible, remote-first working environment.

Opportunity to join a rapidly growing technology company operating at the forefront of cloud-native, AI, and database automation.

Ground-floor ownership of a new product line’s go-to-market strategy and commercial motion.

Direct exposure to founders and senior Product and Engineering leaders.

Significant opportunity to influence product positioning, sales methodology, and the development of the broader commercial organization.

Learning and professional development budget.

Team-building budget and company events designed to strengthen collaboration across the global team.

Equipment budget to support an effective remote working environment.

Potential for broader leadership and commercial responsibilities as the business and sales organization scale.

Background checks may be conducted at the final stage of recruitment through a third-party provider.

Visa sponsorship or work permit sponsorship is not provided for this position.

How Jobgether works: We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team. We appreciate your interest and wish you the best!  Why Apply Through Jobgether?    Data Privacy Notice: By submitting your application, you acknowledge that Jobgether will process your personal data to evaluate your candidacy and share relevant information with the hiring employer. This processing is based on legitimate interest and pre-contractual measures under applicable data protection laws (including GDPR). You may exercise your rights (access, rectification, erasure, objection) at any time.     #LI-CL1