Enterprise Account Executive, Growth

About the role

We are seeking a motivated and energetic individual focused on acquiring new business. The Enterprise Account Executive will concentrate on developing and executing a sales strategy in a designated territory, driving revenue growth and attracting new clients. This role demands a disciplined approach to managing a full sales cycle, from initial outreach to final closure. The successful candidate will act as a key growth driver for MongoDB within a critical vertical. You will be responsible for formulating and executing a strategic sales plan aimed at achieving revenue targets in the Public Sector, particularly in Defence, Home Affairs, and Paramilitary Forces. The position requires building and maintaining strong, long-term relationships with key government stakeholders, including senior officials, consultants, and partners. You will identify and pursue new business opportunities while expanding relationships with existing government clients to maximize value. Collaboration with government departments will be essential to ensure MongoDB is included in technology tenders, and you will manage responses to government RFPs and RFQs, working with internal teams for timely submissions. Ultimately, you will oversee the sales process from lead generation and qualification to contract negotiation and closure.

Key facts

What you'll do

• Formulate and execute a strategic sales plan aimed at achieving revenue targets in the Public Sector, particularly in Defence, Home Affairs, and Paramilitary Forces.
• Cultivate and sustain strong, long-term relationships with key government stakeholders, including senior officials, consultants, and partners.
• Identify and pursue new business opportunities while expanding relationships with existing government clients.
• Collaborate with government departments to ensure MongoDB is included in technology tenders, and manage responses to government RFPs and RFQs, working with internal teams for timely submissions.
• Oversee the sales process from lead generation and qualification to contract negotiation and closure.
• Set sales goals, track performance metrics, analyze market trends, and provide regular updates and forecasts to senior management.
• Collaborate with internal teams, such as solution architects and delivery teams, to ensure effective execution from contract award to delivery.
• Engage in sales training programs, including comprehensive boot camps and leadership development initiatives.
• Conduct in-depth research to understand the specific needs and challenges of public sector organizations, translating them into tailored MongoDB solutions.
• Utilize advanced consultative selling techniques to uncover latent requirements and present compelling value propositions.
• Proactively manage a multi-stage pipeline to ensure a robust flow of qualified opportunities.
• Partner with finance and legal teams to resolve contract terms and ensure compliance with governmental regulations.
• Leverage data and analytics to refine sales approaches and prioritize high-potential accounts.
• Act as a primary point of contact for strategic initiatives, fostering trust and credibility at the highest levels of government agencies.

Requirements

• A degree in BE, Tech, BCA, or BS in Computer Science is mandatory.
• At least 10 years of direct field experience in a quota-carrying role within the Public Sector, emphasizing new business development.
• Proven ability to convey the business value of complex enterprise technologies in Public Sector accounts.
• A history of consistently exceeding sales targets.
• Experience in building relationships with government accounts and navigating complex sales processes within government ministries and departments.
• Familiarity with sales methodologies such as MEDDIC, SPIN, or Challenger Sales is essential.
• Understanding of databases, DevOps, and open-source technologies is advantageous.
• A competitive drive and a strong desire to succeed.
• Effective time and resource management skills, with a strategic approach to opportunity qualification.
• Quick learner with the ability to establish credibility; high emotional intelligence and self-awareness.
• Interest in advancing your career in the software market, particularly in database technologies, and a commitment to understanding MongoDB products.
• Must be legally authorized to work in India without requiring company sponsorship.
• Willingness to undergo background verification as a condition of employment.
• Demonstrated success in managing and closing deals in a highly regulated environment.
• Commitment to adhering to strict governmental procurement policies and procedures.
• Ability to travel domestically for client meetings and industry events as required.
• Alignment with MongoDB's core values of teamwork, ownership, and customer obsession.
• Willingness to mentor junior team members and contribute to the development of best-in-class sales practices.
• Capability to operate independently with minimal supervision while collaborating effectively within a cross-functional team structure.
• Readiness to adapt to evolving market dynamics and shifting organizational priorities in a fast-paced growth environment.

Nice to have

Previous training in sales methodologies like MEDDIC, SPIN, or Challenger Sales.

Familiarity with databases, DevOps, and open-source technologies.

Practical notes

• Hybrid working model
• New hires receive stock equity (RSUs) and can participate in an employee stock purchase plan.
• MongoDB offers a competitive benefits package, including parental leave and support for fertility and wellbeing.
• MongoDB is committed to providing accommodations for individuals with disabilities during the application and interview process. Please inform your recruiter if you require assistance.
• MongoDB is an equal opportunity employer.
• Travel may be required.
• Visa documentation may be required.
• Req ID - 3263283618