Enterprise Account Executive, Acquisition

Why MongoDB

The database market is massive (IDC estimates it to be $119B by 2025!) and MongoDB is leading its disruption. The MongoDB community is transforming industries and empowering developers to build amazing apps that people use every day. We are the leading modern data platform and the first database provider to go public in 20 years. Join MongoDB and see what kind of impact you can make on the company and on the world.

About the role

We’re looking for a hardworking, driven individual with superb energy, passion and initiative for new business acquisition. The Enterprise Account Executive, Acquisition role focuses exclusively on formulating and executing a sales strategy within an assigned territory, resulting in new customer acquisition for high-value accounts.

What you will be doing

• Generate New Business Sales Cycle: Drive the entire sales cycle from prospecting to close, focusing on acquiring 100% net new logos within Core Enterprise accounts.
• Collaborate for Success: Collaborate with BDR/SDR teams to maximize your pipeline generation efforts and ensure a steady flow of qualified opportunities.
• Account Planning: Build detailed account plans that break down complex organizations into Lines of Business (LOBs), identify key personas within those LOBs (Org Charts), and form strategic Points of View (POVs) on how MongoDB can align with their key challenges and initiatives.
• Strategic Prospecting: Strategically prospect into C-Levels, Engineering/IT Leaders, Architects, and technical end-users.
• Meet and Exceed Targets: Close business to meet and exceed monthly, quarterly, and annual new business targets.
• Forecasting Accuracy: Ensure high forecasting accuracy and consistency in all stages of the sales process.
• Partner Collaboration: Partner with Solution Architects and work closely with the Professional Services team to tailor solutions that meet customer needs, ensuring long-term satisfaction and retention.
• Leverage Partner Ecosystem: Work in tandem with the enterprise ecosystem partner sales and channel partners to enhance the pipeline and accelerate sales cycles.
• Continuous Learning: Participate in our enterprise sales enablement training to continually refine your sales skills and strategies.

Minimum Requirements

• Proven track record of closing multiple complex logos with a TAMM above $1M.
• Demonstrated ability to articulate the business value of complex enterprise technology to diverse stakeholders.
• Familiarity with databases, developers, and open-source technology is a plus..
• A history of overachievement, consistently hitting or exceeding sales targets.
• Skilled in building and nurturing business champions within target accounts, navigating complex sales cycles with a strategic, consultative approach.
• Experience in value selling using a structured process (e.g., MEDDIC, SPIN, Challenger Sales).
• Adept at managing time and resources effectively, with a sound approach to qualifying opportunities.
• Exceptional emotional intelligence, with the ability to influence and inspire stakeholders across all levels of an organization.
• Ideally based within the territory with the flexibility to travel as needed to meet with key stakeholders and drive sales.

Qualifications

• Proven track record of closing logos with a TAMM at or above $3M.
• 2+ years of experience selling within the Enterprise Segment, with a proven track record of success.
• Advanced understanding of MongoDB products and their application in solving enterprise challenges.
• Strong network within the enterprise technology space, which can be leveraged to accelerate pipeline growth.
• Experience working within and driving adoption of the MEDDIC sales methodology.
• Demonstrated success in collaborating with cross-functional teams, such as Solution Architects and Professional Services, to deliver tailored solutions.
• Proven ability to quickly adapt to changing market conditions and customer needs, maintaining a flexible and innovative approach to sales.