Offer summary

Qualifications:

5+ years in partnerships, business development, or sales targeting tech startups, particularly in AI/ML or infrastructure., Proven ability to build and manage customer pipelines in technical sales or customer success roles., Strong presentation skills to communicate complex technical concepts to both executives and engineers., Self-directed with a talent for identifying new opportunities in fast-paced environments..

Key responsabilities:

Evangelize TiDB’s technical advantages for AI applications and build relationships with potential customers.

Develop strategies to engage AI-centric customers and manage the sales cycle from introduction to proof-of-concept.

Conduct presentations and workshops to showcase TiDB’s strengths for AI use cases and communicate technical details effectively.

Collaborate with internal teams to refine value propositions and serve as the primary contact for customer onboarding and integration.

Job description

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 deI will ployed and expanded their TiDB footprint on mission-critical applications. Our strong open-source community roots (37,000+ stars on GitHub), innovative products and inclusive culture are what 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 are seeking an Business Development Manager to drive the adoption of TiDB as the go-to, next-generation data backbone for companies exploring AI solutions. In this role, you will evangelize TiDB’s powerful, scalable database capabilities—particularly as a foundation for advanced AI use cases such as agent backends, memory storage, and more. You will own the end-to-end process of building relationships, demonstrating product value, and growing TiDB usage in the rapidly evolving AI landscape.

Responsibilities

Evangelize TiDB’s technical advantages for intelligent platforms and applications. Identify, connect with, and convert prospects who can benefit from TiDB’s multi-model, cost-effective, scalable data architecture.

Develop strategies to source and engage potential AI-centric customers and partners. Manage lead funnels, qualifying prospects, and orchestrating the sales cycle from introduction to proof-of-concept (PoC).

Conduct presentations, demos, and workshops showcasing TiDB’s strengths for AI use cases (e.g., real-time data processing, agent memory, vector embeddings). Communicate complex technical concepts in a clear, compelling way.

Collaborate with internal teams (Product, Engineering, Marketing) to refine value propositions tailored to AI workloads. Cultivate partnerships and alliances that broaden TiDB’s reach in the AI ecosystem.

Serve as the primary point of contact from onboarding through to integration. Work closely with technical leaders and executives to ensure smooth deployment, monitor usage metrics, and drive continued growth.

Track customer adoption rates and deployment metrics. Provide regular reports on customer feedback, usage trends, and emerging AI market opportunities.

Qualifications

5+ years in partnerships, business development, or sales targeting tech startups (AI/ML, infra, or devtools).

A track record of building and managing customer pipelines, ideally in technical sales, solutions, or customer success capacity. Ability to align customer needs with product capabilities.

Comfortably present to both executive stakeholders and hands-on engineers. Able to distill complex technical details into clear, value-driven messaging.

Self-directed, with a knack for discovering new opportunities and forging paths in uncharted territories. Thrives in a fast-paced environment shaped by rapid AI and data innovation.

Good to Have

Experience as a BDR/SDR in a venture-backed startup, preferably in the software infrastructure, developer tools, or data space.

Experience with databases or data infrastructure. Familiarity with SaaS, AI workflows, such as ML model training or vector-based search.

Established network within the AI community (e.g., user groups, open-source contributors, conference speakers, VC communities).

Experience communicating with technical buyers (e.g., developers, engineers, CTOs) is a plus.

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.

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