Sales Development Manager

Sales Development Manager

Join us as we scale our business by building on our tremendous success around the world. The massive database market is going to double over the next few years and TiDB is a global player positioned as a major disruptor with TiDB Database and Database as a Service offering. TiDB is the proven enterprise database foundation for the AI era. We help companies solve today's database problems. Cost, scale, downtime, and complexity. With a distributed SQL architecture that is already battle-tested at enterprise scale. And now we help those same companies future-proof for innovating with AI, by giving them one unified foundation for transactional state, vector context, real-time analytics, and safe agent operations. In a world where AI agents need to work on fresh data, act safely, and scale economically, TiDB is not another database add-on. It is the highway system for agentic workloads. 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 (40,000+ stars on GitHub), innovative products and inclusive culture draw passionate and dedicated people to our company. Learn more about TiDB careers and join our team to be at the forefront of innovation and growth.

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.