5-7 years of experience in B2B SaaS sales with a focus on new customer acquisition.
Proven track record of exceeding sales quotas and achieving measurable results.
Strong pipeline generation skills with a consistent prospecting routine.
Experience with structured sales methodologies like MEDDPICC.
Technical sales experience in cloud infrastructure or related fields, demonstrating clear ROI to clients.
Ability to navigate complex deals involving multiple stakeholders.
Strong territory planning and prioritization skills.
Responsibilities
Build and source your own sales pipeline through proactive prospecting.
Develop a focused strategy for targeting high-fit accounts within a large territory.
Manage the entire sales process from initial contact to closing deals.
Conduct disciplined deal assessments and create mutual close plans.
Engage with multiple stakeholders across technical and financial roles within client organizations.
Craft tailored business cases and ROI narratives for each account.
Maintain accurate sales forecasts and CRM records, presenting updates to leadership.
Collaborate with Sales Engineering, Customer Success, and Marketing to drive deals forward.
Benefits
Join a rapidly growing company at the forefront of cloud-native technology.
Flexible, remote-first work environment.
401(k) plan with 100% company match on contributions up to 6% after 3 months.
Comprehensive UnitedHealthcare plans including medical, dental, and vision.
Equity options available.
Dedicated learning budget for professional and personal development.
Team-building budget and company events for employee engagement.
Equipment budget to ensure you have the necessary tools for success.
Full Job Description
About the role
The North Central US is wide open. The territory is full of companies spending heavily on cloud infrastructure, and most of them have never heard a Cast AI pitch.
This is a pure new-logo seat. You'll own a large patch of the map, decide which accounts matter most, and build the pipeline yourself. No inherited book to manage, no waiting on someone else's leads. If you love hunting, this is as good as it gets. If you'd rather grow existing accounts, this one isn't for you.
The Americas sales team is in build mode. New sales leadership with deep experience building high-performing teams has just joined, the US team is set to grow, and the reps who come in now will help shape how Cast AI sells across the region. What'll You Own?
Building and sourcing your own pipeline: you run your own prospecting rhythm and generate your own opportunities, with significant time each week dedicated to outbound.
Turning a large territory into a focused plan: narrowing hundreds of accounts down to the highest-fit targets and going after them deliberately.
Winning new logos end to end, from first conversation through negotiation and close.
Running disciplined deals: opportunity assessment, value discovery, value demonstration, and mutual close plans.
Multi-threading across CTOs, VPs of Engineering, FinOps, Finance, and Procurement, and building champions inside each account.
Building business cases and ROI narratives tailored to each account's cloud spend and engineering maturity.
Accurate forecasting and clean CRM hygiene, with pipeline reviews presented confidently to leadership.
Partnering with Sales Engineering, Customer Success, and Marketing to move deals forward and make sure customers see the value they bought.
What'll You Need?
A proven track record of winning new logos in B2B SaaS - you've hunted, not just farmed existing accounts.
A history of hitting or beating quota, with attainment numbers you're happy to walk us through.
A demonstrated habit of owning your own pipeline generation, with a consistent weekly prospecting rhythm.
Proven experience running deals with MEDDPICC or another structured sales qualification methodology.
A history of selling technical products (cloud infrastructure, DevOps, observability, platform engineering, or data) and translating them into clear business ROI.
Demonstrated success navigating complex, multi-stakeholder deals with technical and financial buyers.
Strong territory planning skills: you know how to find the best-fit accounts in a large patch and prioritize ruthlessly.
An appetite to learn a new product quickly and to take feedback on your pitch and iterate on it.
Based in the US North Central region.
What Makes You Stand Out?
Experience with Kubernetes, cloud cost optimization, or the cloud-native ecosystem.
Experience selling to software-first, digital-native companies with large cloud bills (including from commercial or mid-market segments).
Time at a company with a strong sales playbook and enablement culture, ideally during its earlier, high-growth hunting phase.
What's in it for you?
Join a fast-growing company at the forefront of cloud-native automation and Kubernetes technology.
Enjoy a flexible, remote-first global environment.
401(k) retirement plan 100% company match on employee contributions up to 6% of pay (available after 3 months of employment).
Access UnitedHealthcare plans including medical, dental, and vision coverage.
Equity options.
Learning budget for your professional and personal growth.
Team-building budget and company events to connect with your colleagues.
Equipment budget to ensure you have everything you need.
Hiring process
Screening call with Recruiter
Hiring Manager interview
1-2 additional interviews based on the role
Culture Check interview with an executive
#LI-Remote
About CAST AI
CAST is a technology corporation headquartered in New York City and in France, near Paris. The firm markets software intelligence, with a technology based on semantic analysis of software source code and components. It provides information and size measurement technology and expertise. CAST offers software, hosting and consulting services in support software analysis and measurement. The company was founded in 1990 in Paris, France, by Vincent Delaroche.
Its code quality metrics are used in application development service-level agreements, and the firm offers consultation on issues having to do with development quality and security:
CAST was founded in 1990 in Paris by Vincent Delaroche. In 1996 it shipped its first software product based on semantic analysis of Transact-SQL. CAST Application Intelligence Platform, was first launched in 2004, initially introducing software quality measurement. In 2017, CAST Highlight is launched as a SaaS product scanning portfolio of software to provide metrics on health, cloud migration capabilities, and Open-source license risks. Early 2019, based on the same analysis technology, the firm launched CAST Imaging, a product representing graphically source-code components of a software.
In 2012, the firm announced support for the Object Management Group Automated Function Point Standard, one way of measuring application development productivity.
The firm's leadership includes Bill Curtis, who developed the Capability Maturity Model at the Software Engineering Institute in the early 1990s and then the Consortium for IT Software Quality.
