How to Prepare for Your Enterprise Account Executive Interview at MongoDB

Dean Alouani, Hannah Mitchell, and Megan Johannes

#Sales#RecruitingTips

At MongoDB, our Enterprise Sales team is growing rapidly as we strive to build a salesforce with a legendary reputation of excellence and integrity. Although we are eager to add new reps to our team, we are focused on ensuring we hire the right people for the job and that we’re the right company for you, too! Because of this, our interview process may not be as quick or look the same as other companies’. We feel confident that we’ve designed our interviews to uncover a mutually beneficial opportunity that will allow anyone who joins the team to look back on their time at MongoDB as a career-defining point in their lives.

Our typical interview process includes three interviews, a sales profile assessment, and a final interview that we call “The Challenge”. Throughout these interviews we want you to meet as many people on our team as possible. Your interview panelists may include the Regional Director (RD) you’d directly report to along with RDs from other regions. You’ll also typically meet with a Regional Vice President or SVP depending on your location. We ultimately want you to be introduced and exposed to teams across the company so that you receive insight into our broader culture and can decide if MongoDB is the right fit for you.

We recommend treating the recruitment process similar to a sales cycle including preparation, qualification, and closing. No matter the interview, you should be aware that all MongoDB Enterprise Account Executive interviews are around the three Whys:

  • Why MongoDB?
  • Why you?
  • Why now?

Why MongoDB

We want to ensure that we can support your career growth at MongoDB. At each stage of the interview process, leaders will want to dig in on the three P’s:

1. People

Our executive leadership team is made up of some of the best in the industry. To understand who is behind the success of the company and how they got here, we recommend looking into some notable MongoDB figures such as our Executive team and Board Members.

Prior to each interview, you will receive a guide with the names of the managers you’ll be interviewing with. We recommend doing some research on these individuals and their team members, along with other Enterprise Account Executives at MongoDB. It’s likely that you’ll be asked about this research during your interview, so be prepared to discuss what you found.

2. Product

The MongoDB data platform is complex which can make our sales process rather technical in certain use cases. While we don't expect you to come with database expertise, we do want to know why you have an interest and see the value in selling it! We recommend taking a look at our customer testimonials online to learn how MongoDB technology is applied. We also recommend researching our differentiators, which should help you understand why a C-Suite executive should buy MongoDB. Below are some resources to help you get started.

3. Process

Come prepared to talk about your week, where you spend your time, and how you plan and prioritize your accounts. While our EAEs do handle some existing business, the main focus is on new pipeline generation as we continue to disrupt a huge market.

Our Sales team follows the MEDDIC sales qualification methodology as well as our own internal sales process. This provides the team with a proven roadmap on how the most successful sellers have closed deals and promotes a common language within our teams across the globe. We recommend you speak to the sales and qualification process you follow currently and understand how they compare.

Why you

We’ve spent a lot of time defining our sales process and how our Enterprise Account Executives can be successful. Because of this, we’ve been able to determine what top-performing reps at MongoDB have done differently and what characteristics help them quickly develop and achieve great records of closed deals.

  • Coachability: There’s a ton of enablement at MongoDB, and we want you to make use of it! If you enjoy coaching and development, this is a good environment for you.
  • Drive: The database market is massive, and MongoDB owns less than 1% of it. To be successful, you’ll need grit, a competitive nature, and a drive to disrupt one of the largest addressable markets in the software industry.
  • Street smarts: Although the MongoDB product is technical, there is still a very human element to the sales process. We look for people who have emotional intelligence, the ability to “read the room”, and are empathetic.
  • Ability to build pipeline: It may seem obvious, but our top performers are great at generating business meetings that impact their number of deals closed. You’ll need to excel at and enjoy hunting new business!
  • Champion building: We strongly believe in making long-lasting connections and look for individuals who can identify and build a MongoDB Champion within their customers.

Why now

We believe that timing is important and want you to feel confident in your decision to join MongoDB. We encourage you to think about the following: Do you feel ready to leave your current role? If so, why do you believe now is the right time for you to do so? What are you not receiving in your current role that you’re looking for in a new role? Do you feel confident in your decision to interview with MongoDB at this time? These are things that will be discussed during your interview process, and we hope that you can happily articulate why you believe MongoDB is the next step for your development and career.

Interested in pursuing a career at MongoDB? We have several open roles on our teams across the globe and would love for you to transform your career with us!