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Job description:
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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. This
is a hybrid role based in Sydney,
Australia.
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 environments
Communicates clearly and confidently in
English (fluent)
Takes ownership of outcomes and follows
through on commitments
Can manage a high level of outbound
activity while maintaining quality and
attention to detail
Is coachable and actively applies
feedback
Learns technical concepts quickly and is
curious about how businesses use
technology
Is serious about building a long-term
career in technology sales
Is comfortable initiating conversations
with senior stakeholders and handling
rejection professionally
Things We Love
Bachelor’s or Master’s degree in
Business, Economics, Marketing,
Communications, Computer Science,
Engineering, or a related field
Formal training or certifications in
sales methodologies (e.g., MEDDIC,
Challenger) or technical disciplines
Prior experience in sales, business
development, or other
quota-carrying/customer-facing roles
Exposure to databases, cloud
infrastructure, open-source
technologies, or modern application
development
Experience using Salesforce and sales
engagement platforms such as Outreach or
Sales Navigator
Why You Should Apply
Great earning potential
Welcoming and inclusive workplace Meet
MongoDB’s Employee Affinity Groups!
Continuous career development
Sales training in MEDDIC and Command of
the Message
Sales Bootcamp
Buddy program cross-departmentally
About MongoDB
MongoDB is built for change, empowering
our customers and our people to innovate
at the speed of the market. We have
redefined the data platform for the AI
era, enabling builders to create,
transform, and disrupt industries with
software. MongoDB’s unified data
platform, the most widely available,
globally distributed data platform on
the market, helps organizations
modernize legacy workloads, embrace
innovation, and unleash AI. Our
cloud-native platform, MongoDB Atlas, is
the only globally distributed,
multi-cloud data platform and is
available across AWS, Google Cloud, and
Microsoft Azure.
With offices worldwide and over 67,000
customers, including AI-native startups
and approximately 75% of the Fortune
100, relying on MongoDB for their most
important applications, we’re powering
the next era of software.
Our compass at MongoDB is our Leadership
Commitment, guiding how and why we make
decisions, show up for each other, and
win. It’s what makes us MongoDB.
To drive the personal growth and
business impact of our employees,
we’re committed to developing a
supportive and enriching culture for
everyone. From employee affinity groups,
to fertility assistance and a generous
parental leave policy, we value our
employees’ wellbeing and want to
support them along every step of their
professional and personal journeys.
Learn more about what it’s like to
work at MongoDB, and help us make an
impact on the world!
MongoDB is committed to providing any
necessary accommodations for individuals
with disabilities within our application
and interview process. To request an
accommodation due to a disability,
please inform your recruiter.
MongoDB is an equal opportunities
employer.
Requisition ID : 426405
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