Mid-Market Sales Account Executive, PingCAP
$200-260k
OTE
This role is also eligible to participate in TiDB's Bonus and Equity Plan
More information about location
Open-source SQL database developer
Be an early applicant
Open-source SQL database developer
201-500 employees
Be an early applicant
$200-260k
OTE
This role is also eligible to participate in TiDB's Bonus and Equity Plan
More information about location
201-500 employees
Company mission
To empower developers worldwide to distribute their data with speed, agility, and scale.
Role
Who you are
- 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
What the job involves
- TiDB’s sales organization continues to grow and we are actively seeking an Senior Sales 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
- 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
Our take
Frustrations with the available database solutions are what inspired PingCAP. When three infrastructure engineers got together, their aim was to eliminate the issues with management, scalability and maintenance of databases by creating their own open source distributed database.
With worldwide contributions from like-minded developers, the cloud-based NewSQL database TiDB was created. It soon gained great popularity and so, being open source, is constantly being enhanced.
With the creation of a product that eradicates the problems faced when attempting to scale up traditional relational databases, a wealth of data migration tools and no vendor lock-in, TiDB is an attractive proposition for businesses that need future flexibility. Notable clients include China Zheshang Bank, PatSnap and leading Asian logistics company Ninja Van.
With the backing of $270 million Series D funding in 2020, TiDB continues to grow, and a portfolio of complementary products is in development. It also gained positive publicity from its receiving the award for Open Source Data Solution Provider of the Year from the Data Breakthrough Awards 2024.
Freddie
Company Specialist at Welcome to the Jungle
Insights
7% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Nov 2020
$270m
SERIES D
Sep 2018
$50m
SERIES C
Total funding: $341.6m
Company HQ
Sunnyvale, CA
Leadership
Max Liu
(Co-Founder & CEO)Max worked in Software and System Infrastructure for over a decade, working at Wandou Labs. They co-founded PingCap in 2015, serving since as CEO.
Dongxu Huang
(Co-Founder & CTO)Dongxu interned at Microsoft before spending 3 years as a NetEase Youdao Senior Software Engineer and working at Wandou Labs. They left in April 2015 to co-found PingCAP.
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