Account Development Representative

🏢 MongoDB · 📍 Bengaluru

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Position Summary & Responsibilities

An Account Development Representative at MongoDB is the starting point for building a serious career in technology sales.

This role is the foundation of our sales organization. You will partner closely with Account Executives to identify new opportunities within strategic accounts, helping drive meaningful pipeline and long-term customer growth.

From day one, you will learn and apply structured sales frameworks including MEDDIC qualification, account mapping, multi-threading strategies, and value-based discovery. You will develop technical fluency across modern application architectures, cloud infrastructure, and database technologies, gaining real exposure to how complex software solutions are positioned and sold.

ADRs at MongoDB do more than generate meetings. They help shape early deal strategy, apply MEDDIC principles to qualify real business problems, and stay engaged through the scoping phase to maintain strong deal momentum

We invest heavily in structured onboarding, ongoing enablement, and consistent 1:1 coaching. Our ADR team is one of the primary talent pipelines into Account Executive and other revenue roles across MongoDB, with clear, performance-based progression paths.

We believe skill development accelerates when teams collaborate in person.

We are looking to speak to candidates who are based in Bengaluru for our hybrid working model.

What you’ll do

Own outbound prospecting within a defined set of strategic accounts, working closely with your aligned Account Executives and Sales stakeholders
Research organizations to uncover new initiatives and opportunities where MongoDB can add value
Execute thoughtful outbound outreach across phone, email, and social channels to generate qualified pipeline
Lead structured discovery conversations to understand business priorities and technical environments
Apply MEDDIC qualification principles to ensure high-quality opportunities before advancing them
Stay engaged through the early stages of the sales cycle, contributing to strong handoffs and clean deal progression
Maintain rigorous pipeline hygiene in Salesforce and sales engagement tools
Consistently exceed monthly and quarterly opportunity targets

We’re looking for someone with

Has a track record of setting goals and exceeding them in competitive or performance-driven envi

🎯 Candidate Preparation Guide For MongoDB Applicants

Key Role Competencies & Evaluation Highlights

Key Role Focus:

Evaluates mastery of distributed database internals, developer experience (DevEx), scalability challenges, and high-velocity go-to-market execution.

📋 Preparation Priorities (Key Areas to Clarify):

1. Viewing databases strictly as storage units rather than active application logic engines
2. Failing to understand consistency models, CAP theorem trade-offs, and failure recovery
3. Lack of customer-centric empathy toward developer pain points

✨ Recommended Role Alignment Hook:

I build data architectures that give developers the flexibility and performance they need without sacrificing operational scale.

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