TiDB
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Role Overview:
As the SDR Manager at TiDB, you will lead and develop a high-performing team of Sales Development Representatives responsible for driving top-of-funnel pipeline across our target markets. You will be the bridge between marketing and sales, ensuring your team executes a consistent and effective outbound motion that generates qualified opportunities for our Account Executive team. You will coach, mentor, and grow SDRs while setting and holding the team accountable to activity and pipeline metrics. This is a full-time position with the flexibility to work remotely from anywhere in the continental United States.
Responsibilities:
- Hire, onboard, and develop a team of SDRs, building a culture of accountability, continuous learning, and high performance.
- Coach SDRs through regular 1:1s, call reviews, and structured feedback to improve outbound skills, pipeline quality, and quota attainment.
- Partner closely with Marketing to align on lead quality, campaign follow-up, and inbound/outbound sequencing strategies.
- Collaborate with Account Executives and Sales leadership to ensure smooth handoffs, tight feedback loops, and strong pipeline conversion.
- Own team KPIs including activities, meetings booked, pipeline generated, and conversion rates; report weekly, monthly, and quarterly results to Sales and Demand Generation leadership.
- Build and iterate on outbound playbooks, messaging frameworks, and sequences using approved marketing assets and data-driven insights.
- Manage and optimize the SDR tech stack including Salesforce, Outreach, HubSpot, ZoomInfo, and LinkedIn Sales Navigator to maximize team productivity.
- Develop and refine ideal customer profiles and target account lists in collaboration with Marketing and Sales leadership.
- Drive a culture of experimentation across multi-channel outbound motions (email, phone, LinkedIn, events) to continuously improve engagement and conversion rates.
- Ensure CRM hygiene and data accuracy across the team; establish standards for activity tracking and reporting in Salesforce and Outreach.
- Identify emerging market opportunities and refine targeting strategies to ensure the team is focused on the highest-value prospects.
- Build career development paths for SDRs and actively support their growth into Account Executive or other senior roles within the organization.
- Report to the Director of Demand Generation with weekly, monthly, and quarterly team activities, results, and strategic recommendations.
Qualifications:
- Bachelor’s degree (or equivalent) or at least five years of relevant sales or business development experience.
- Experience as a Sales Development Representative, with a track record of achieving sales quotas.
- Proficiency using CRM tooling, and AI applications like Claude, Chat GPT and GoogleNotebook etc.
The annual anticipated base salary range for U.S. candidates for this role is USD $53,000K to $85,000K. Four zones are applied with different levels of the pay range. More details of the Geo Differential Pay Policy will be discussed during the HR conversation. The actual individual base pay will depend on various factors such as the complexity and responsibility of the role, work locations, job levels, and relevant experience and skills. This role is also eligible to participate in TiDB's Bonus and Equity Plan, as well as our Sales Compensation Plan if it is a sales role. In order to comply with local legislation and provide greater transparency to candidates, we share base salary ranges on all US job postings regardless of desired hiring location. Please note that actual salaries may vary and fall outside of this range depending on factors such as a candidate's qualifications, geographic location, skills, experience, and competencies. Other benefits include health insurance, flexible vacation time, paid holidays, and parental leave. Salaries for candidates outside the U.S. will vary based on local compensation structures.
We encourage people from underrepresented groups to apply. Come advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. TiDB also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at TiDB.
Ready to apply?
Apply to TiDB
Role Overview:
TiDB’s sales organization continues to grow and we are actively seeking an 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.
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.
Qualifications:
- 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.
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. More details of the Geo Differential Pay Policy will be discussed during the HR conversation. The actual individual base pay will depend on various factors such as the complexity and responsibility of the role, work locations, job levels, and relevant experience and skills. This role is also eligible to participate in TiDB's Bonus and Equity Plan, as well as our Sales Compensation Plan if it is a sales role. In order to comply with local legislation and provide greater transparency to candidates, we share base salary ranges on all US job postings regardless of desired hiring location. Please note that actual salaries may vary and fall outside of this range depending on factors such as a candidate's qualifications, geographic location, skills, experience, and competencies. Other benefits include health insurance, flexible vacation time, paid holidays, and parental leave. Salaries for candidates outside the U.S. will vary based on local compensation structures.
We encourage people from underrepresented groups to apply. Come advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. TiDB also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at TiDB.
Ready to apply?
Apply to TiDB
Role Overview:
TiDB’s sales organization continues to grow and we are actively seeking an 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.
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.
Qualifications:
- 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.
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. More details of the Geo Differential Pay Policy will be discussed during the HR conversation. The actual individual base pay will depend on various factors such as the complexity and responsibility of the role, work locations, job levels, and relevant experience and skills. This role is also eligible to participate in TiDB's Bonus and Equity Plan, as well as our Sales Compensation Plan if it is a sales role. In order to comply with local legislation and provide greater transparency to candidates, we share base salary ranges on all US job postings regardless of desired hiring location. Please note that actual salaries may vary and fall outside of this range depending on factors such as a candidate's qualifications, geographic location, skills, experience, and competencies. Other benefits include health insurance, flexible vacation time, paid holidays, and parental leave. Salaries for candidates outside the U.S. will vary based on local compensation structures.
We encourage people from underrepresented groups to apply. Come advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. TiDB also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at TiDB.
Ready to apply?
Apply to TiDB
Role Overview
Responsibilities
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Identify and develop new business opportunities in South Korea across targeted industries.
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Manage and grow relationships with existing customers to drive revenue expansion.
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Collaborate closely with the regional lead on account planning and execution strategies.
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Conduct market research to understand industry trends and customer needs in Taiwan and Korea.
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Represent the company at industry events, customer meetings, and virtual engagements
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Coordinate with internal teams (presales, marketing, customer success) to support customer requirements and deliver tailored solutions.
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Cultivate and expand the partner ecosystem in Taiwan and Korea.
Qualifications
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Proficiency in English and Korean (business level or above, both spoken and written).
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3+ years of experience in business development, account management, or sales roles, preferably in tech, SaaS, or gaming-related industries.
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Strong interpersonal and communication skills with a proactive, hands-on attitude.
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Ability to work independently while collaborating effectively within a remote, multicultural team.
We encourage people from underrepresented groups to apply. Come advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. TiDB also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at TiDB.
Ready to apply?
Apply to TiDB
Role Overview
Responsibilities
Qualifications
We encourage people from underrepresented groups to apply. Come advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. TiDB also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at TiDB.
Ready to apply?
Apply to TiDB
Sales Account Executive - Singapore/ Malaysia /Thailand /India /Vietnam/Australia
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Role Overview
We are looking for a salesperson to start and drive the sales cross APAC who are sharp, creative, and hardworking with an unwavering desire to be the best. The ideal candidate has the experience scaling from one to many and been pioneer in the region in the past. You are customer focused, metrics driven, embraces a consultative sales philosophy, and are passionate about helping his/her team succeed. Our customers are often application owners, software engineering leaders, product managers, entrepreneurs, and line of business owners. You must love talking to all types of customers about scaling their businesses and helping them solve their scaling issues and drive innovation across many different types of use cases centered around how our customers scale their databases.
Responsibilities
- 5+ years of experience in enterprise sales at an established open source technology company or company with mature cloud offerings (AWS/Azure/GCP, etc.)
- Willing to get her/his hands dirty to build the sales operations and playbook from scratch
- A deal closer with a track record of winning large deals
- Experience and willingness to thrive in a startup environment
- Preferably with an engineering background, either by academic training or work experience
- A player coach with a mind for strategy and process, but who is not afraid to roll up their sleeves and help to solve challenging problems for customers directly.
- Experience working as part of an overlay team within a go-to-market organization or something similar.
- Someone who is always looking to streamline and simplify the way things are done.
- Someone with a highly inclusive style who values and celebrates diversity within teams.
- Bachelor’s degree in computer science strongly preferred;
- Willingness to travel to customer sites.
Qualifications
- Close “lighthouse” accounts by working with our solutions architect team
- Establish distribution partnerships to accelerate product adoption in the APAC market
- Fostering a strong culture of collaboration and customer empathy in your team.
- Build the foundation of the sales team to scale product commercialization
- Collaborating with other customer facing teams to ensure that your group is meeting the needs of customers, proactively addressing issues as they arise, and managing customer escalations when things sometimes go wrong.
- Opportunity to build and shape a powerful, industry-changing database product from the get-go
- Working with a globally team of passionate (and compassionate) developers, hackers, and open-source fanatics
- Competitive salary
- Meaningful equity in a fast-growing enterprise startup
- Paid Time off
- Reimbursement of Annual Premium for Personal Medical Insurance policies
- Awesome, supportive coworkers with a good sense of humor
We encourage people from underrepresented groups to apply. Come advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. TiDB also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at TiDB.
Ready to apply?
Apply to TiDB
■ 仕事内容
PingCAP Japan のアカウントマネージャーとして、日本市場における TiDB のビジネス拡大を担っていただきます。
ソリューションアーキテクト（PreSales）チームと密に連携しながら、エンタープライズ顧客への価値提案から導入、拡大までをリードするポジションです。
具体的には、以下の業務をお任せします。
- TiDB を中心とした 製品・ソリューション・コンサルティング・技術サポートの提案および販売
- ソリューションアーキテクトチームと連携した新規顧客の開拓および案件創出
- 社内の関連部署と協力し、顧客ニーズへの対応、課題発生時の調整・エスカレーション管理
- チーム内でのコラボレーションを通じたカスタマーサクセス文化の醸成
- 今後の事業拡大を見据えたセールスチーム基盤・プロセスの構築
■ 必須スキル（MUST）
- IT業界または関連業界における3年以上のセールス経験
- クラウド、データベース、または関連プロダクトに携わった経験
- セールスオペレーションやプレイブックをゼロから構築していくことに前向きな方
- エンタープライズ向けの大型案件をリードし、クロージングまで導いた実績
■歓迎スキル（WANT）
- オープンソーステクノロジー企業、またはクラウドサービス企業（AWS / Azure / GCP 等）でのセールス経験
- 技術的なバックグラウンドを持ち、顧客の課題に深く入り込みながら解決策を提案できる方
- スタートアップ環境での業務経験、または変化のある環境を楽しめる方
- 高いコミュニケーション力・交渉力・関係構築力
■雇用条件
- 業界に変革をもたらすデータベース製品の構築に最初から携わる機会
- 優秀な開発者、オープンソース愛好家との国際的なチームで働く経験
- 最大限能力を評価した報酬制度、年収：1000〜2000万円以上（経験・能力を考慮の上、優遇）
- 勤務地：東京オフィス
- リモートワーク可、フルフレックスタイム（コアタイムなし）
- 正社員（試用期間3ヶ月）
- 休暇：完全週休二日制（土・日）、祝日、年末年始、夏季休暇、有給休暇、リフレッシュ休暇
- 退職金制度：企業型確定拠出年金（DC）
- オフィス内ドリンク、スナック、コーヒー、朝食・ランチ無料提供
- ワクチン接種補助
We encourage people from underrepresented groups to apply. Come advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. TiDB also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at TiDB.
Ready to apply?
Apply to TiDB