[Remote] Sales Account Executive

Note: The job is a remote job and is open to candidates in USA. TiDB, powered by PingCAP, is a global player in the massive database market, positioned to disrupt with its innovative database solutions. The company is seeking a Sales Account Executive to drive revenue generation through strategic client acquisition and solution selling, while managing complex negotiations and fostering relationships across multiple stakeholders.ResponsibilitiesStrategic Client Acquisition: Identifying and pursuing new business opportunities within specific verticals or territories using multi-channel outreach such as cold calling, networking, and social sellingSolution Selling ("Solutioning"): Moving beyond pitching features to act as a trusted advisor who diagnoses complex client challenges and co-architects tailored solutionsMulti-Stakeholder Management: Navigating large organizations by building relationships across different "silos" (IT, Finance, Legal, Procurement) and securing buy-in from C-suite executivesComplex Negotiations: Leading the development of compelling proposals and negotiating detailed contracts that ensure mutual ROI for both the client and the companyForecasting and Reporting: Maintaining precise records in CRM systems (e.g., Salesforce, HubSpot) to provide accurate sales forecasts and pipeline updates to senior managementQuota Attainment: Consistently meeting or surpassing quarterly and annual revenue objectives, often involving 6-figure or multi-million dollar dealsPipeline 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-upsCross-Functional Collaboration: Partnering with marketing to refine lead quality and with product teams to prioritize features based on enterprise feedbackLeadership and Mentoring: Senior executives often mentor junior team members, share best practices, and contribute to the broader go-to-market strategySkillsExceptional verbal, written, and presentation skills; high performers often practice active listening, letting the prospect speak roughly 53-70% of the timeDeep knowledge of product offerings and the competitive landscape to counter objections with authorityThe ability to read nonverbal cues, handle setbacks, and adjust approaches based on different stakeholder mindsetsThe capacity to handle rejection and persist through long, complex sales cycles that may encounter internal organizational politics or budget shiftsComfortable and becoming AI efficient leveraging internal AI tools, Claude, Chat GPT, GoogleNotebook, Gemini and moreBenefitsTiDB's Bonus and Equity PlanSales Compensation Plan if it is a sales roleHealth insuranceFlexible vacation timePaid holidaysParental leaveCompany OverviewFounded in 2015, TiDB was born from the vision of three talented software engineers who set out to build a database system that would be more scalable and reliable than MySQL, while retaining its rich ecosystem of tools and frameworks. It was founded in 2015, and is headquartered in Sunnyvale, California, USA, with a workforce of 501-1000 employees. Its website is https://pingcap.com.