Senior Relationship Account Manager
Manages mature customer accounts across Asia Pacific, driving retention, renewals, expansion, and executive-level customer value. The role requires extensive quota-carrying sales or account-management experience, strong communication, enterprise technology acumen, and comfort with ambiguity.
About the job
Responsibilities
- Act as the primary point of contact for a portfolio of mature customers across Asia Pacific.
- Drive customer success, education, enablement, upsell, cross-sell, renewal, and retention.
- Serve as a strategic advisor by aligning MongoDB initiatives with customers’ internal processes, bottlenecks, and corporate strategy.
- Identify, qualify, and nurture relationships to expand stakeholder coverage and position MongoDB as a strategic partner.
- Negotiate renewals and growth opportunities while executing the MongoDB sales process.
- Manage territories through account tiering, prioritization, strategic account planning, and risk and deal reviews.
- Own and deliver accurate weekly and quarterly forecasts.
- Use data signals and proactive outreach to identify and address portfolio risk.
- Partner with MongoDB executives, product managers, leadership, Solutions Architects, Professional Services, Tech Services, Deal Strategy, and Legal to achieve customer outcomes.
Requirements
- 8+ years of total work experience, including at least 4+ years of quota-carrying experience in Sales, Account Management, or a similar customer-centric role with direct revenue responsibility.
- 2+ years of quota-carrying Account Management or new-business sales experience.
- SaaS or technology background, with demonstrated ability and interest in managing client relationships end to end.
- Experience managing complex customer use cases and multiple stakeholders across renewal, upsell, and expansion into new business units.
- Proven track record of hitting sales targets, including expansion, upsell, renewal, and retention goals.
- Ability to execute activity and pipeline expectations and published standards of excellence.
- Outstanding verbal and written communication skills, including presenting to diverse internal and external audiences.
- Ability to drive customer value and growth through virtual enablement sessions, strategy meetings, business reviews, and related engagements.
- Ability to articulate the value of complex enterprise technology.
- Aptitude and curiosity to learn technical concepts related to databases and MongoDB.
- Ability to work in a fast-paced environment.
- Ability to use tools and data sets to gain insight into customers.
- Entrepreneurial mindset and comfort operating in a changeable, ambiguous environment.
- Strong organization, attention to detail, ownership, and follow-through.
- Team-oriented approach and commitment to cross-functional collaboration.
Nice to Have
- Enterprise account experience.
- Experience with databases, cloud platforms, infrastructure, or developer technologies.
- Experience selling SaaS or enterprise software.
Benefits
- Supportive and enriching culture focused on employee development and wellbeing.
- Employee affinity groups.
- Fertility assistance.
- Generous parental leave policy.
Skills
SaaS, Account Management, Sales, Renewals, Upselling, Cross-Selling, Enterprise Software, Databases, Cloud Platforms, Infrastructure, Forecasting, Pipeline Management, Strategic Account Planning, Customer Success, MongoDB
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