Sales Account Manager

Join us as we scale our business in Japan by building on our tremendous success around the world. The massive database market is going to double over the next few years (the IDC estimates it to be $119B+ by 2025) and PingCAP is a global player positioned as a major disruptor with TiDB Database and Database as a Service offering. TiDB is an open-source, cloud-native, distributed SQL database for elastic scale and real-time analytics. Large and high-growth organizations in markets as varied as financial services, logistics, gaming, e-commerce and software as a service have successfully deployed and expanded their TiDB footprint on mission-critical applications. Our strong open-source community roots (32,000 stars on GitHub), innovative products and inclusive culture draw passionate and dedicated people to our company. Learn more about PingCAP careers and join our team to be at the forefront of innovation and growth.

About The Role:

We’re looking for hardworking, driven individuals with boundless energy, passion and initiative for new business acquisition and expansion of acquired accounts. Our goal is to inspire and enable success for these individuals and everyone else on the team. We will want your feedback and input on how to fine-tune our operations and continue living one of our core values: “Think Big, Think Long, and Think Different”. 

-This is a quota-carrying, external field position 

-You are able to formulate and execute a sales strategy, prospect and articulate complex solutions

- Building and maintaining executive-level relationships will enable you to navigate customer organizations to deliver awareness and value 

-You are customer-focused, metrics-driven, embrace a consultative sales philosophy, and are passionate about helping both customers and your team succeed

-Our customers are often application owners, software engineering leaders, product managers, entrepreneurs, and line of business owners

-You love discussing with all types of stakeholders how to grow their businesses by helping them scale their databases to drive innovation across many different use cases 

What we are looking for: 

-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 workstreams and processes 

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

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

-Accountable for individual expense budget management

What will you gain?

-Opportunity to build and shape a powerful, industry-changing database product

-Working with a global team of passionate (and compassionate) developers, hackers, and open-source fanatics

-Competitive salary

-Meaningful equity in a fast-growing enterprise startup

-Flexible paid time off

-Employee referral bonus program

-Awesome, supportive co-workers operating within a fun and purpose-driven corporate culture 

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. PingCAP 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 PIngCAP.