Senior Sales Account Executive

TiDB, powered by PingCAP; San Francisco (CA); On-site; USD 200,000 - 300,000; Full time

Benefits offered by this job

Health insurance

Flexible vacation time

Paid holidays

Parental leave

Job summary

TiDB, powered by PingCAP, is seeking a Senior Sales Account Executive to drive strategic client acquisition on the West Coast. This role involves identifying new business opportunities, solving complex client challenges, and negotiating significant contracts.

The successful candidate will demonstrate exceptional communication skills and resilience, navigating multi-stakeholder environments to achieve revenue goals, while contributing to a collaborative team culture.

TiDB offers competitive compensation and benefits, including health insurance and flexible vacation time.

Qualifications

• Exceptional verbal, written, and presentation skills.
• Deep knowledge of product offerings and competitive landscape.
• Ability to read nonverbal cues and handle setbacks.

Responsibilities

• Identifying and pursuing new business opportunities.
• Diagnosing client challenges and co-architecting solutions.
• Leading proposal development and contract negotiations.
• Maintaining accurate records in CRM for sales forecasts.
• Consistently meeting or surpassing revenue objectives.

Skills

Exceptional communication skills

Technical & Market Intelligence

Emotional Intelligence (EQ)

Resilience and Tenacity

AI Tools Proficiency

Tools

Salesforce

HubSpot

Job description

Overview

Join us as we scale our business by building on our tremendous success around the world. TiDB is a global provider with TiDB Database and Database as a Service offering, delivering a unified foundation for transactional state, vector context, real-time analytics, and safe agent operations. Learn more about TiDB careers and join our team to be at the forefront of innovation and growth.

Role

Senior Sales Account Executive – West Coast

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: Acting as a trusted advisor who diagnoses complex client challenges and co-architects tailored solutions.
• Multi-Stakeholder Management: Building relationships across IT, Finance, Legal, Procurement, and securing buy-in from C-suite executives.
• Complex Negotiations: Leading the development of proposals and negotiating contracts that ensure mutual ROI.
• Forecasting and Reporting: Maintaining accurate records in CRM systems (e.g., Salesforce, HubSpot) to provide sales forecasts and pipeline updates to senior management.
• Quota Attainment: Consistently meeting or surpassing quarterly and annual revenue objectives, often involving six-figure or multi-million dollar deals.
• Pipeline Health: Maintaining a robust sales funnel with a total value higher than the assigned quota.
• Operational Discipline: Executing a repeatable sales process and managing time effectively for prospecting and follow-ups.
• Cross-Functional Collaboration: Working with marketing to refine lead quality and with product teams to prioritize features based on enterprise feedback.
• Leadership and Mentoring: Senior executives may mentor junior team members and contribute to the go-to-market strategy.

Qualifications

• Communication: Exceptional verbal, written, and presentation skills; active listening and responsive communication with prospects.
• Technical & Market Intelligence: Deep knowledge of product offerings and competitive landscape.
• Emotional Intelligence (EQ): Ability to read nonverbal cues, handle setbacks, and adapt approaches to different stakeholder mindsets.
• Resilience and Tenacity: Capacity to handle rejection and persist through long, complex sales cycles.
• AI Tools Proficiency: Comfortable using internal AI tools and related platforms.

Compensation & Benefits

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. The actual base pay depends on location, role complexity, experience, and skills. This role is eligible to participate in TiDB\'s Bonus and Equity Plan, as well as our Sales Compensation Plan. We share base salary ranges on all US job postings. Salaries for candidates outside the U.S. vary by local compensation structures. Other benefits include health insurance, flexible vacation time, paid holidays, and parental leave.

We encourage people from underrepresented groups to apply. TiDB is committed to preventing discrimination or harassment based on race, color, ancestry, national origin, religion, age, gender, marital status, sexual orientation, gender identity, disability status, or veteran status. No employee or applicant will face discrimination; barriers to success have no place at TiDB.