Position Overview

Job Title: Founding Business Development Representative (BDR)

Location: Hybrid (Preferred Locations Austin, Tx, Burlington, MA, Nashville, TN)

Reports To: General Manager, North America

Department: Sales

Type: Full-time

About the Role

The software intelligence provided by CAST delivers the precise application maps, insights, and deterministic context that the people and agents of the world's largest organizations need to modernize, secure, and transform at scale. Our customers include hundreds of Fortune 500 enterprises, clustered in banking and financial services, alongside key government agencies that rely on CAST to identify, prioritize, and accelerate work across their application estates. By feeding full application structure and dependencies from CAST into their AI agents, these organizations execute priorities they have told us would not be possible without CAST.

CAST is executing a Durable Growth strategy: protecting a loyal renewal base while opening two new engines, Expand inside existing accounts and New Logo for acquiring new logos, across both Direct and Channel motions. New logo pipeline starts at the top of the funnel, and that engine is what you will build. You will be the first dedicated business development hire, working directly with the CSO, CMO, and account executives to prove what works, write the playbook as you go, and set the standard for every BDR who follows. The right person is a self-starter who is energized at the prospect of building from the ground floor.

The campaigns you will run

Your prospecting will center on the four AI + CAST use cases we crystallized and launched. You do not need to be a technical expert on day one, but you will learn the problem statement and then land in the use case that fits the account.

The frame: the CIO cannot act on what they cannot see. Every enterprise is being told to put AI to work across a portfolio of hundreds or thousands of applications, most of them brownfield, poorly documented, and understood by fewer people every year. The CIO is accountable for AI readiness, migration decisions, and risk to the board, but is steering on opinion and tribal knowledge instead of fact, and AI only raises the stakes: pointed at code nobody fully understands, it is confidently almost-right, and it drives up architectural debt faster than it clears code-level issues. The through-line for every conversation is that AI alone is almost-right on brownfield code, and deterministic context is what makes it right, so the question is never whether to use AI, but which problems to take command of first and how to do it with facts. That is what the four use cases below answer.

Buyers for the frame: CIOs, application and product owners, and heads of architecture and digital transformation.
Hook: "You cannot put AI or the board's questions to rest on applications you cannot see. Let us take command of the portfolio with facts."

• Application management. Enterprise teams, many of them heavily outsourced, lose weeks to application discovery, impact analysis, onboarding, and testing on systems nobody fully documents, and every AI initiative inherits that blindness. CAST gives them an always-current, deterministic map of how each application works, so developers onboard fast, changes are scoped with confidence, and AI agents work from real context instead of guesswork. Expect a 15 percent or greater productivity uplift across onboarding, issue identification, impact analysis, testing, and remediation, plus a 50 percent or greater reduction in token usage.
  
  Buyers: Application and product owners, heads of development, delivery, and engineering, and enterprise architects.
  Hook: "Give every team, and every AI agent, an always-current map of how your applications actually work."
• Tech debt and risk reduction. AI code assistants are resolving code-level issues while quietly driving up architectural debt, which is why Gartner expects 80 percent of tech debt to be architectural by 2027 and named CAST a Leader in tech debt management, number one on completeness of vision. CAST identifies and prioritizes tech debt at three levels, remediates architectural weaknesses, surfaces open-source vulnerabilities, and does it inside the developer workflow, all held to the ISO-5055 standard. Our pilots show more than 30 points of uplift in detecting and remediating debt at scale.
  
  Buyers: CIOs, CTOs, enterprise architects, AI leads, and heads of development.
  Hook: "Fix the architectural debt AI is creating, at a cost that used to be prohibitive."
• Migration and modernization. Two motions live here: migrating or modernizing large numbers of applications across the portfolio (cloud moves and data-center exits), and modernizing deep, high-complexity systems like mainframe and core banking. With AWS and Azure both reporting record migration demand and 85 percent of IT spend still on-premises, this is a widening market, and CAST is the ground truth that turns legacy estates into evidence-based rehost, replatform, and refactor decisions and feeds AI agents the context to execute. We target a 2x business benefit, 2 to 3 times faster total project time, and roughly 40 percent lower cost.
  
  Buyers: CIOs, migration and modernization program leads, cloud, platform, and infrastructure leaders, and enterprise architects.
  Hook: "De-risk and accelerate your cloud and modernization with facts, not archaeology."

Core Responsibilities

1. Pipeline Generation & Outbound Execution
   • Own the Top of the Funnel: Generate qualified new logo pipeline through outbound prospecting across email, phone, LinkedIn, and creative multi-touch sequences mapped to sales campaigns.
   • Target and Prioritize Accounts: Identify the right enterprises, map the buying committee, enterprise architects, modernization and application owners, and buying committees and choose the play and angle that will resonate.
   • Run Sharp First Conversations: Translate a complex, technical platform into clear business value, and earn the meeting.
   • Anchor on the Sales campaigns: Center outreach on Application Management, Technical Debt & Risk Reduction, and Complex application migration and modernization, with a priority focus on Banking, Financial Services, Insurance segments
2. Cross-Functional & Channel Partnership
   • Partner with Account Executives: Build outreach plans, hand off well-qualified opportunities, and learn the full enterprise sales motion from the front row.
   • Support the Channel Motion: Surface and warm co-sell opportunities with system integrator and hyperscaler partners, including IBM, Accenture, BCG, AWS, Azure, and Google Cloud.
   • Align with Marketing: Test messaging and sequencing in lockstep with campaigns and demand generation, and feed the field's signal back into targeting.
3. Function Building & Operating Discipline
   • Build the Playbook: Test messaging, sequences, and segments, document what works, and shape the tooling and cadences that future BDRs will inherit.
   • Live in the Data: Track activity, conversion, and pipeline in the CRM, and use the numbers to sharpen your approach.
   • Set the Standard: Establish the bar for craft, consistency, and professionalism as the first dedicated pipeline hire.

What We Are Looking For

Must-Haves

• Three-to five years in a BDR, SDR, sales, or comparable outbound, customer-facing role, or a track record that clearly shows the hunger and discipline to do this well.
• Genuinely strong written and verbal communication; you can make complex things sound simple.
• A self-starter wired for ambiguity, energized rather than paralyzed by a blank page.
• Resilience and consistency; you treat prospecting as a craft and do not get knocked off course by a quiet week.
• Curiosity about enterprise technology and a willingness to learn how large software estates are built, governed, and modernized.
• Comfort with CRM and modern sales-engagement tools, for example Hubspot, Gong, Zoominfo, and LinkedIn Sales Navigator.

Nice-to-Haves

• Experience prospecting into enterprise IT, engineering, or technical and executive buyers such as CIOs, CTOs, and heads of architecture.
• Exposure to application modernization, mainframe, cloud migration, DevOps, or AI and agentic developer tooling.
• Experience co-selling with or through system integrators, hyperscalers, or advisory firms
• A history of being early at something, such as a startup, a new team, or a function you helped stand up.

Key Success Metrics

• Qualified Pipeline: Qualified meetings booked and pipeline generated driving the new logo engines
• Conversion by Play: Meeting-to-opportunity conversion across defined sales campaigns
• Playbook Development: A documented, repeatable outbound playbook that future BDRs can inherit.
• Activity Discipline: Consistent outbound volume and CRM hygiene that keep the numbers trustworthy.

What We Offer

• A founding seat in a growth function with executive level visibility (CMO, CSO) and outsized influence on how we scale.
• A clear path to grow into Account Executive, or sales-leadership roles as the team scales.
• Competitive base salary plus uncapped commission. Target compensation: $90,000 base/$140,000 OTE
• A category-defining product solving real, hard problems for some of the largest organizations in the world, at the center of the enterprise AI shift.