Why Join

MongoDB?
H1 2023
Today, a company’s competitive advantage
is tied to how well they build software using
their most important asset—data

No barriers to Competitive Need to enable Be the steward of

entry in digital advantage cannot sustainable customer’s data
economy be bought innovation
Delivering a modern Relevant
Highly informatio
customer experience responsive n

is reliant on the
Mobile
underlying data Modern
first

application
infrastructure expectations

Data
privacy
70% of enterprises fail in their digital
transformation initiatives
— BCG (2020) Always Analytics
improving powered
Why? And even more importantly…

Working with data How we use data to build

has always been the hardest applications has changed,
part of building & evolving but the typical data
applications infrastructure hasn’t
 We provide the industry’s first
developer data platform that allows
you to accelerate and simplify how
you build with data for any
application
 Recommendation Engine
Inventory Management
Product Catalog Customer 360 Fraud Detection
Payments Processing IoT Application
Real-time Logistics Session Matching

Accelerate innovation with

One interface
For any application
Anywhere
MongoDB Overview
 The market is massive and MongoDB owns less than 2% of it

The database is at the heart of every application Market opportunity

Application

Database

Compute Storage Network

Source: IDC (Worldwide Database Software Market)

 MongoDB: the leading modern, general-purpose database
1,651

1,307
$100k+ ARR Customers
MongoDB is the most
975
40,800+ Customers and
popular modern
751
4,600+ Employees 557
transactional database as
Handling mission-critical ranked by DB-Engines
use cases in every industry
FY19 FY20 FY21 FY22 FY23
365,000,000+
MongoDB Downloads 2022 “Most Wanted Databases” by StackOverflow - We are investing to ensure our product gets
MongoDB is a Top 5 and the most wanted even better
1,800,000+ non-relational $922M
Online Education Students
MySQL 46.85%
$672M
1,000+ PostgreSQL 43.59%
SQLite 32.01% $487M
Technology and Services $347M
MongoDB 28.3% $239M
Partners
SQL Server 26.87%
Redis 22.13% FY 19 FY 20 FY 21 FY 22 FY 23

Cumulative R&D Investments

Source: IDC (Worldwide Database Software Market)
 Sustained best-in-class growth rates

*Note: Fiscal year ending January 31

MongoDB is exceeding expectations…we are the most
successful of all U.S. IPOs* from 2017

*103 IPOs
The market has rewarded our performance and expects more
For more, hear from CEO Dev Ittycheria and CPO
Sahir Azam

Why Join MongoDB MongoDB’s Developer Data Platform

Intro to Our
Sales Team
Building a salesforce We can only do that if
with a legendary we attract, develop,
reputation of and retain industry top
excellence & talent
integrity
 Our 4 prongs of GTM
Direct Sales

Segmenting a massive market

Customers have different buying behaviors and

vendor expectations

Efficiently serving customers

Partners Inside Sales

Optimizing Customer Acquisition Cost (CAC) to
address the multitude of users and use cases

Channels leverage each other

Developer / Creates a flywheel effect

Self-Service GTM
 Setting You Up For Success

Foundations / Sales
Field + Prescriptive eLearning
Onboarding Bootcamp
Systems & Territory Setup What we sell Knowledge & Skill
Reinforcement
Bootcamp Prep How we sell
1:1 coaching & QBRs
Solution Architect 1:1 mentoring Practice
Regional Case Studies
Instructor Led
eTraining & 1:1 eTraining & 1:1
Training

Day 1 Day 40 Day 45 Month 6

 Why join now?

Accelerate your career growth Atlas is 63% of revenue, growing to $800M+

since launched in 2016

MongoDB makes an enormous investment

48 EAEs promoted to RD, 23 RDs to RVP
in sales enablement and development in
in last 2 years
each of our Sales employees

Extraordinary compensation for

Less than 2% market share
over-achievement

190+ $100k+ deals by first year reps in FY23 Accelerator rates up to 30%
The BDR to CRO initiative
How we build leaders from within
This is our official program to formalize career paths and provide development & upskill programs
to ensure our salesforce is prepared to drive results within their chosen career path to make their
goals a reality.

Mobility Dimensions Learn More

● Sales Career as an Individual Contributor

● Progression into Sales Management

● Internal Transfers

● (Inter)national Mobility BDR to CRO: Empowering Salespeople to Own Their Career Path at MongoDB
Career Development at MongoDB
Individual Contributors Progression into MGMT Internal Transfers

Hilary Hannigan Ross Doyle

Holly (Engelbrecht) Farrington
Sr. Enterprise Account Executive Regional Director Enterprise Account Executive
Joined in June 2018 as CAE; Joined in November 2016 as EAE; Joined MongoDB in Aug 2018 as
promoted into Enterprise Sales in promoted to Sr. EAE in August 2019 CAE in Dublin; progressed to a Sr
August 2019 and most recently and Regional Director in July 2021. and has since transferred to an
promoted to Senior.
EAE on our NYC team.

Stephanie Samuels
Daniel Barrett VP, WW Strategic Cloud Pursuits
David Mascanzoni
SVP, Customers (Google)
Enterprise Account Executive
Joined in September 2015 as RD; Joined MongoDB in Feb 2019 as
Joined in July 2018 as an ADR.
promoted to RVP in February 2017 RD for Enterprise Sales;
Promoted 5 different times and is
and AVP in Feb 2019; took over transferred to Corporate org as
now an Enterprise Account
Customer Success in March 2021. RVP in August 2021, promoted to
Executive for the Acquisition team.
AVP in Feb 2022; most recently
promoted to VP for Strategic
Cloud Pursuits.
Genie Song
Enterprise Account Executive Doron Greenspan
Stephen Macfarlane
Joined in December 2019 as an Director, Platform GTM
RVP, Canada
ADR. Promoted to Sr. ADR, Joined in 2016 as CAE; progressed
Joined as EAE in April 2016;
Associate Account Executive, and to AE in Feb 2019, then transferred
promoted to RD in June 2020;
most recently to Enterprise to Enablement team; transferred
progressed to RVP in February 2022.
Account Executive in February back to closing role as EAE in Feb
2022. 2022 and promoted to Director role
in August 2022.
Life At MongoDB

Enterprise Sales at MongoDB

with RVP Graham Seamans

Check out
#LifeAtMongoDB on
Twitter and LinkedIn