Sales Account Executive at Pingcap

Join us as we scale our business by building on our tremendous success around the world. The massive database market is going to double over the next few years and TiDB is a global player positioned as a major disruptor with TiDB Database and Database as a Service offering. TiDB is the proven enterprise database foundation for the AI era. We help companies solve today’s database problems. Cost, scale, downtime, and complexity. With a distributed SQL architecture that is already battle-tested at enterprise scale. And now we help those same companies future-proof for innovating with AI, by giving them one unified foundation for transactional state, vector context, real-time analytics, and safe agent operations. In a world where AI agents need to work on fresh data, act safely, and scale economically, TiDB is not another database add-on. It is the highway system for agentic workloads. Large and high-growth organizations in markets as varied as financial services, logistics, gaming, e-commerce and software as a service have successfully deployed and expanded their TiDB footprint on mission-critical applications. Our strong open-source community roots (40,000+ stars on GitHub), innovative products and inclusive culture draw passionate and dedicated people to our company. Learn more about TiDB careers and join our team to be at the forefront of innovation and growth. Role Overview: TiDB’s sales organization continues to grow and we are actively seeking an Account Executive to join the team. In this position you will play an instrumental role in powering our revenue generation through innovative sales strategies with the aim of acquiring net new logo accounts. This opportunity will allow you to apply your exceptional communication skills, passion for customer service and love of all things data. This is a quota carrying sales position in which you will speak with prospects and customers daily. Responsibilities: • Strategic Client Acquisition: Identifying and pursuing new business opportunities within specific verticals or territories using multi-channel outreach such as cold calling, networking, and social selling. • Solution Selling ("Solutioning"): Moving beyond pitching features to act as a trusted advisor who diagnoses complex client challenges and co-architects tailored solutions. • Multi-Stakeholder Management: Navigating large organizations by building relationships across different "silos" (IT, Finance, Legal, Procurement) and securing buy-in from C-suite executives. • Complex Negotiations: Leading the development of compelling proposals and negotiating detailed contracts that ensure mutual ROI for both the client and the company. • Forecasting and Reporting: Maintaining precise records in CRM systems (e.g., Salesforce, HubSpot) to provide accurate sales forecasts and pipeline updates to senior management. • Quota Attainment: Consistently meeting or surpassing quarterly and annual revenue objectives, often involving 6-figure or multi-million dollar deals. • Pipeline Health: Maintaining a robust sales funnel with a total value significantly higher than the assigned quota (e.g., a $2 million pipeline for a $500,000 target). • Operational Discipline: Mastering a repeatable sales process and adhering to rigorous time management, such as blocking daily hours specifically for prospecting and follow-ups. • Cross-Functional Collaboration: Partnering with marketing to refine lead quality and with product teams to prioritize features based on enterprise feedback. • Leadership and Mentoring: Senior executives often mentor junior team members, share best practices, and contribute to the broader go-to-market strategy. Qualifications: • Communication: Exceptional verbal, written, and presentation skills; high performers often practice active listening, letting the prospect speak roughly 53-70% of the time. • Technical & Market Intelligence: Deep knowledge of product offerings and the competitive landscape to counter objections with authority. • Emotional Intelligence (EQ): The ability to read nonverbal cues, handle setbacks, and adjust approaches based on different stakeholder mindsets. • Resilience and Tenacity: The capacity to handle rejection and persist through long, complex sales cycles that may encounter internal organizational politics or budget shifts. • Comfortable and becoming AI efficient leveraging internal AI tools, Claude, Chat GPT, GoogleNotebook, Gemini and more. The annual anticipated OTE salary range for U.S. candidates for this role is USD $200K to $300K. Four zones are applied with different levels of the pay range. More details of the Geo Differential Pay Policy will be discussed during the HR conversation. The actual individual base pay will depend on various factors such as the complexity and responsibility of the role, work locations, job levels, and relevant experience and skills. This role is also eligible to participate in TiDB's Bonus and Equity Plan, as well as our Sales Compensation Plan if it is a sales role. In order to comply with local legislation and provide greater transparency to candidates, we share base salary ranges on all US job postings regardless of desired hiring location. Please note that actual salaries may vary and fall outside of this range depending on factors such as a candidate's qualifications, geographic location, skills, experience, and competencies. Other benefits include health insurance, flexible vacation time, paid holidays, and parental leave. Salaries for candidates outside the U.S. will vary based on local compensation structures. We encourage people from underrepresented groups to apply. Come advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. TiDB also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at TiDB.