Senior Sales Account Executive

TiDB, powered by PingCAP, is a global player in the massive database market, focused on providing innovative solutions for AI-era database challenges. They are seeking a Senior Sales Account Executive to drive revenue generation through strategic client acquisition and solution selling, while managing complex negotiations and maintaining sales forecasts.

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