Sales Account Executive

Summary

The job is an Enterprise Sales position at PingCAP, focusing on scaling the business in NA/EMEA and selling their database product, TiDB. The role involves segmenting territories, driving market awareness, engaging clients, closing deals, and sharing field experience to improve sales plays.

Requirements

• 8+ years of experience in a quota-carrying enterprise sales position at an established open-source technology company or a mature cloud-based solution provider (AWS/Azure/GCP, etc)
• Willingness to get your hands dirty to prospect, engage clients and help build our sales playbook
• A customer-friendly sales professional with a strong ability to accelerate customers timelines and with a track record of building up and winning large opportunities
• Experience and willingness to strive in a startup environment with a strong appetite to streamline and simplify work-streams and processes
• Willingness to travel to customer sites as needed, which may require meeting people away from their official workplaces until customers open up their offices to visitors again

Responsibilities

• Segment territory to optimize your pipeline generation effort
• Drive market awareness and generate qualified leads in lighthouse accounts
• Follow-up promptly and effectively on marketing leads
• Forecast, track customer activity in internal systems, update management in a timely fashion to help collectively drive success
• Learn what matters to key personas involved in the selection of a new database
• Engage clients to seriously consider TiDB while driving discovery and qualification using MEDDIC and working with solution engineers
• Get buy-in on our technical and business value proposition with client stakeholders
• Progress sales cycles by aligning with core client needs and conveying compelling narratives
• Close deals to meet quota objectives and help document customer success stories
• Share your experience and learning in the field (needs, requirements, objections, competition) to help mature our sales plays and remove adoption hurdles

Preferred Qualifications

Bachelor’s degree in computer science is strongly preferred, but not a disqualifying requirement

Benefits

• $150,000 - $300,000 a year
• The role is eligible to participate in PingCAP's Bonus and Equity Plan, as well as our Sales Compensation Plan if it is a sales role
• Other benefits include health insurance, flexible vacation time, paid holidays, and parental leave