Enterprise Account Executive, Federal

About the role

We are seeking a motivated and energetic individual who excels in acquiring new business within the Federal marketplace. The Enterprise Account Executive, Federal position is dedicated to developing and implementing a targeted sales strategy within a designated territory, focused on driving revenue growth and attracting new clients to MongoDB. This role owns the end-to-end sales cycle, navigating complex procurement landscapes to secure new logos and establish MongoDB as the foundational data platform for government innovation. The hire will act as the primary point of contact for key stakeholders, articulating the transformative power of modern data management to solve critical mission challenges. Success in this position requires a disciplined approach to pipeline management and the ability to operate independently while collaborating closely with internal teams. The individual will leverage consultative selling techniques to uncover customer needs and align MongoDB solutions with strategic federal objectives. This position is pivotal in expanding market share within the public sector through trusted advisor relationships. You will be responsible for forecasting, pipeline refinement, and ensuring accurate sales forecasting to support organizational goals.

Key facts

What you'll do

• Spearhead the identification and cultivation of new enterprise accounts within the Federal sector, prioritizing high-impact opportunities.
• Conduct strategic prospecting directed at Chief Technology Officers, Engineering Directors, and IT Leadership teams to uncover critical business needs.
• Architect and present compelling value propositions that demonstrate the distinct business advantages of MongoDB's enterprise data platform.
• Forge and sustain influential relationships with key decision-makers and technical end-users to foster long-term partnership growth.
• Partner intricately with Solution Architects and the Professional Services organization to design solutions that ensure superior customer satisfaction and successful adoption.
• Leverage enterprise ecosystem partners and channel alliances to co-sell and amplify deal value across multi-vendor engagements.
• Participate actively in sales enablement initiatives, including intensive boot camps and advanced sales training programs to refine commercial acumen.
• Navigate federal procurement frameworks and compliance requirements to expedite the sales cycle and mitigate risk.
• Conduct in-depth market analysis to identify emerging trends, competitive threats, and white space opportunities within target agencies.
• Collaborate with internal stakeholders to develop tailored messaging that resonates with the specific regulatory and operational environments of public sector clients.
• Drive the qualification of leads through rigorous opportunity assessment and stakeholder mapping exercises.
• Utilize advanced CRM practices to maintain precise forecasting, ensuring transparency and predictability in pipeline management.
• Champion the adoption of MongoDB solutions by orchestrating proof-of-concept engagements and validating technical fit for complex use cases.
• Provide expert guidance to customers throughout the implementation journey, ensuring alignment between technical deployment and business outcomes.

Requirements

• Must possess a minimum of 5 years of direct sales experience in a fast-paced environment, with a demonstrated history of acquiring new accounts in complex enterprise settings.
• Must have a proven track record of initiating new accounts and managing intricate sales cycles involving multiple stakeholders and decision-makers.
• Must maintain a consistent history of exceeding established sales quotas and performance targets across multiple quarters.
• Must exhibit strong capability to clearly communicate the business value and technical merits of complex enterprise technology solutions to non-technical audiences.
• Must have substantial experience in building and nurturing relationships with business champions and executive sponsors within client organizations.
• Must be highly driven, intensely competitive, and possess an unwavering desire to achieve ambitious sales goals in challenging markets.
• Must demonstrate proficiency in the English language, including advanced written and verbal communication skills for professional correspondence and presentations.
• Must be willing and able to reside within the specific geographic territory assigned by the organization.
• Must hold U.S. citizenship or the appropriate security clearance to engage with Federal agencies, ensuring compliance with governmental access requirements.
• Must have a valid driver's license and reliable transportation to attend in-person meetings and travel as necessary within the assigned territory.
• Must be able to pass a background check and meet all standard employment eligibility verification processes as required by federal contractor status.
• Must commit to adhering to MongoDB's code of conduct, ethical sales practices, and corporate policies in all professional interactions.

Nice to have

• Interest in advancing your career within the software industry, with a specific focus on databases and data infrastructure technologies.
• Previous formal training in established sales methodologies such as MEDDIC, SPIN Selling, or the Challenger Sale framework.
• Prior exposure to database technologies, development practices, and open-source ecosystems that influence technical buying decisions.
• Experience engaging with technology committees, engineering working groups, or advisory councils within public sector organizations.
• Familiarity with federal technology initiatives, including cloud adoption strategies and modernization programs relevant to data platforms.
• Understanding of compliance and regulatory considerations pertinent to government data management and information security.

Skills & tools

• Demonstrated proficiency in utilizing sales automation tools, CRM platforms, and productivity suites to manage complex deal cycles.
• Exceptional communication and interpersonal abilities, fostering trust and collaboration across diverse teams and stakeholders.
• Aptitude for analyzing intricate market dynamics, customer pain points, and competitive landscapes to inform strategic positioning.
• Strong problem-solving skills to address client objections and tailor solutions that meet evolving organizational needs.
• Capacity to synthesize technical concepts into accessible narratives that support executive decision-making processes.
• Self-motivation and the discipline to manage a proactive sales pipeline without constant supervision.
• Willingness to travel domestically to meet with clients, attend industry conferences, and participate in partner events as required by business development goals.

Practical notes

This position may require domestic travel to client sites, industry conferences, and partner meetings, potentially up to 25% of the time. Candidates must be willing to adjust to shifting market conditions and sales priorities. The role is contingent upon successful completion of background checks and verification of employment eligibility. The assigned territory will dictate specific location requirements and compliance obligations for federal market access.