TiDB

Role Description PingCAP Japan のMarketing Managerとして、日本市場におけるTiDBのブランド確立とビジネス成長を担っていただきます。 市場戦略の立案から施策の実行・改善まで一貫してオーナーシップを持ち、セールス・プリセールスチームおよびグローバル本社と連携しながら日本市場のマーケティングを牽引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。 - 日本市場の競合動向・顧客インサイト・業界トレンドを踏まえ、年間マーケティング戦略とイベント施策の方向性を策定する - 顧客向けセミナー・ユーザーコミュニティ・展示会・ウェビナー等のBtoBイベントを企画・実行し、ブランド認知とパイプライン創出を推進する - セールス・プリセールスチームと連携してターゲット顧客へのアプローチを設計し、イベントを商談創出・加速の起点として機能させる - 複数施策の優先順位付けとリソース配分を主導しながら、プロジェクトの計画・進捗・予算管理を着実に推進する - 日本市場の知見をグローバルチームにフィードバックし、GTM戦略や製品・コンテンツの改善に貢献する Qualifications - IT業界または関連業界における5年以上のBtoBマーケティング経験 - マーケティング戦略の立案から施策実行・効果検証までを一貫してリードした実績 - セールスチームと連携しながらパイプライン創出を意識した施策を推進できる方 - 複数プロジェクトの優先順位付けとリソース管理を自律的に行える方 Requirements - クラウド・データベース・インフラ・OSS領域でのマーケティング経験 - HubSpot等のCRMを活用したリード管理・効果測定の経験 - グローバル本社と連携した市場戦略の策定・推進経験 - 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 Benefits - 業界に変革をもたらすデータベース製品の日本展開に最初から携わる機会 - 優秀なエンジニア、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：1000〜1400万円以上（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 - 福利厚生：企業型確定拠出年金（DC）、ワクチン接種補助 - 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

• Identifying and pursuing new business opportunities within specific verticals or territories • Moving beyond pitching features to act as a trusted advisor • Navigating large organizations by building relationships across different "silos" • Leading the development of compelling proposals and negotiating detailed contracts • Maintaining precise records in CRM systems • Consistently meeting or surpassing quarterly and annual revenue objectives • Maintaining a robust sales funnel • Mastering a repeatable sales process • Partnering with marketing to refine lead quality • Senior executives often mentor junior team members

• 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.

Role Description As a valued member of our Global Support team, your primary responsibility will be to provide remote assistance to customers in resolving TiDB/TiDB Cloud issues. You will play a crucial role in ensuring customer satisfaction by delivering effective and timely support. Responsibilities - Diagnose database issues by collecting relevant logs and monitoring data, determining the root causes of customer problems, and assisting customers in issue resolution. - Consult and collaborate with engineers within the team or across teams to address customer issues. - Record key issues encountered during work to assist colleagues in enhancing products and improving support experiences. - Actively monitor customer satisfaction, identify customer concerns, and manage customer expectations. Qualifications - Bachelor's degree or higher in computer science or a related field from a nationally accredited institution. - Fluent in writing and speaking in both Chinese and English is a must. - Open to new graduates and experienced candidates with 2-5 years of working experience in database technical support or related roles. - Proficiency in the operational mechanisms and management of relational databases such as MySQL/Oracle; experience with NoSQL, NewSQL, or related technologies is a plus. - Familiar with Linux/Unix operating systems, understanding of common database business system architectures, and strong experience in troubleshooting and handling major faults. - Strong ability to learn quickly, excellent problem analysis and resolution skills, and the ability to work in a multi-threaded environment; capable of handling urgent situations proactively. - Excellent communication skills, a strong sense of work responsibility, and a collaborative spirit within the team. Benefits - This job can work remotely within Malaysia, not necessarily in Selangor, MY. - We encourage people from underrepresented groups to apply.

• Support business teams in North America, EMEA, APAC, and Japan, take responsibility in the new economy industry, ensure the achievement of relevant business metrics at the solution level, and enhance the Proof of Concept (POC) success rate of account teams. • Responsible for market insight into the global new economy vertical industries (games, e-commerce, financial technology, SaaS, etc.), in-depth understanding of the industry's business scenarios, being able to grasp the industry's market and data technology development trends, develop and implement scenario-based industry solutions, and find the entry of products in various industries, safeguard products, solutions and the implementation of cooperation ecology. • Advise customers on architectures, patterns, and strategies for making the best use of TiDB, through efficient tooling and interactive user journeys. • As a technical expert, deeply understand and develop trends in data technology, study the latest data technology stack and data products, and output high-quality technical content and technical solutions. • Establish industry influence, organize internal and external industry technology sharing, and disseminate distributed database technology, industry data architecture, and best solutions practices. • Display a strong understanding of solutions innovation. The ideal candidate will have past experience working with customers, especially big accounts and leading architecture teams.

• Provide remote assistance to customers in resolving TiDB/TiDB Cloud issues. • Diagnose database issues by collecting relevant logs and monitoring data, determining the root causes of customer problems, and assisting customers in issue resolution. • Consult and collaborate with engineers within the team or across teams to address customer issues. • Record key issues encountered during work to assist colleagues in enhancing products and improving support experiences. • Actively monitor customer satisfaction, identify customer concerns, and manage customer expectations.

• Manage an individual sales quota, deriving partner-sourced and close sales opportunities. • Collaborate with partners to identify, qualify, and accelerate strategic sales opportunities. • Develop comprehensive account plans with top-tier partners to maximize TiDB visibility and sales velocity. • Accurately forecast and report on partner pipeline and quota attainment. • Recruit, onboard, and manage strategic channel partners (resellers, SI's, distributors), primarily aligned with target cloud vendors. • Cultivate executive-level relationships with key personnel at Azure, Alibaba Cloud, etc. and their top partners. • Establish joint GTM strategies, enablement programs, and co-selling motions to boost TiDB adoption via the partner network. • Ensure partners are enabled, certified, and motivated to sell TiDB effectively. • Localize partner GTM strategies in assigned territory. • Execute joint marketing campaigns, events, and pipeline acceleration programs. • Provide market feedback on competitive dynamics, pricing, and partner requirements.

• Manage an individual sales quota, deriving partner-sourced and close sales opportunities. • Collaborate with partners to identify, qualify, and accelerate strategic sales opportunities. • Develop comprehensive account plans with top-tier partners to maximize TiDB visibility and sales velocity. • Accurately forecast and report on partner pipeline and quota attainment. • Recruit, onboard, and manage strategic channel partners (resellers, SI's, distributors), primarily aligned with target cloud vendors. • Cultivate executive-level relationships with key personnel at Azure, Alibaba Cloud, etc. and their top partners. • Establish joint GTM strategies, enablement programs, and co-selling motions to boost TiDB adoption via the partner network. • Ensure partners are enabled, certified, and motivated to sell TiDB effectively. • Localize partner GTM strategies in assigned territory. • Execute joint marketing campaigns, events, and pipeline acceleration programs. • Provide market feedback on competitive dynamics, pricing, and partner requirements.

• Lead negotiations for high-value, complex, or escalated global SaaS and infrastructure agreements (>$1M). • Negotiate and structure hyperscaler agreements (AWS, Azure, GCP), cloud marketplace listings, strategic partnerships, and open-core monetization models. • As the senior legal leader supporting global business, provide commercial contracting support for matters requiring senior-level legal judgment—including escalated, non-standard, or cross-border deals. • Design contracting systems, including templates, playbooks, fallback logic, and automated workflows that reduce the need for manual review for standard agreements. • Manage and harmonize simultaneous multi-region compliance obligations (GDPR, CCPA and other data privacy regulations), including AI governance, cloud-native regulations, and distributed data models. • Build scalable global governance frameworks, compliance programs, and cross-border data protection mechanisms. • Architect the global legal operating model, including AI-enabled contract automation, self-service tooling, and scalable workflow processes. • Contribute to TiDB’s long-term IPO-readiness initiatives, helping mature governance, documentation, compliance controls, and legal systems aligned with public-company standards. • Partner with Finance, HR, Product, Sales, Security, and Engineering on cross-functional processes and internal control frameworks. • Co-design data product terms, implement legal safeguards within product workflows, and ensure compliance with open-source licensing and hybrid cloud/on-premise deployment models. • Support new business models (consumption-based pricing, distributed systems, cloud-native GTM motions). • Operate as the senior legal stakeholder for global business, collaborating closely with Asia-based R&D and global commercial leadership. • Mentor emerging legal and operational partners; support a “follow-the-sun” legal operations model. • Provide competitive intelligence and strategic legal insights to executive leadership. • Resolve high-severity, multi-jurisdictional incidents with speed and precision. • Build early-warning systems, escalation processes, and global incident-response frameworks. • Perform additional duties and responsibilities as required to support the needs of the business.

• Be the primary driver of regional growth • Design and execute integrated marketing programs • Work as a strategic partner to regional Sales and Business Development teams • Monitor the journey from community engagement to sales-ready opportunities • Lead the end-to-end strategy and execution of brand conferences in India • Manage presence at key industry trade shows • Build and nurture the TiDB community in India • Partner with Global Digital Marketing team for local insights