Enterprise Account Executive, Acquisition

MongoDB - New York, NY

Full-time - Mid Level

New York, NY

Professional, Scientific, and Technical Services

About the position

The Enterprise Account Executive, Acquisition role at MongoDB is focused on driving new business acquisition within high-value accounts. This position requires a proactive and driven individual who will formulate and execute a sales strategy within an assigned territory, aiming to acquire 100% net new logos. The role involves collaborating with various teams, building detailed account plans, and strategically prospecting to C-level executives and technical leaders.

Responsibilities

• Drive the entire sales cycle from prospecting to close, focusing on acquiring 100% net new logos within Core Enterprise accounts.
• Collaborate with BDR/SDR teams to maximize pipeline generation efforts and ensure a steady flow of qualified opportunities.
• Build detailed account plans that break down complex organizations into Lines of Business (LOBs) and identify key personas within those LOBs.
• Strategically prospect into C-Levels, Engineering/IT Leaders, Architects, and technical end-users.
• Close business to meet and exceed monthly, quarterly, and annual new business targets.
• Ensure high forecasting accuracy and consistency in all stages of the sales process.
• Partner with Solution Architects and work closely with the Professional Services team to tailor solutions that meet customer needs.
• Work in tandem with the enterprise ecosystem partner sales and channel partners to enhance the pipeline and accelerate sales cycles.
• Participate in enterprise sales enablement training to continually refine sales skills and strategies.

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.

Nice-to-haves

• 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.

Benefits

• Parental leave
• Paid time off
• 401(k) plan
• Mental health counseling
• Access to transgender-inclusive health insurance coverage
• Fertility and adoption assistance
• Employee stock purchase program
• Flexible paid time off
• 20 weeks fully-paid gender-neutral parental leave