Account Development Representative

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