Sales Account Executive

TiDB, powered by PingCAP, is a global player in the massive database market, providing innovative solutions for businesses facing complex database challenges. They are seeking an Account Executive to drive revenue generation through strategic client acquisition and solution selling, while building relationships across various organizational silos.

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

Requirements:

• Exceptional verbal, written, and presentation skills; high performers often practice active listening, letting the prospect speak roughly 53-70% of the time
• Deep knowledge of product offerings and the competitive landscape to counter objections with authority
• The ability to read nonverbal cues, handle setbacks, and adjust approaches based on different stakeholder mindsets
• 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