US Market - Sales Development Representative

Mongodb

At MongoDB, our Account Development team works closely with our partners in both Sales and Marketing to build fanatical customer enthusiasm around MongoDB. ADR reps are responsible for identifying and qualifying new opportunities for our sales organization. We view our Account Development program as the best way to turbocharge a long and successful career in sales and view our Account Development Representatives (ADRs) as the next wave of Account Executives at MongoDB. THE OPPORTUNITY Being an ADR is often a first step to jump-starting a career in sales. At MongoDB, we have a culture that celebrates diversity, fosters growth and enablement, and ensures that we provide our ADRs with the tools and the confidence that they need to grow their careers. We invest heavily in the training and development of our team. You will always have the support from our sales enablement org and managers that will maintain 1:1 coaching throughout your career here. Our ADRs gain an understanding of our product, community, who we sell to, why they care, and what makes us relevant. They learn how to generate a pipeline quickly and effectively as well as how to achieve a good discovery and qualification. The team is a crucial resource for sales teams across MongoDB to get great talent from. This helps us scale our teams, as well as ensure that we have a culture of meritocracy. This role is a hybrid working model in our Austin office long-term. DAY TO DAY * Identify high-potential businesses that would be a good fit to work with MongoDB across your region * Work with the Sales team to develop and lead inbound and outbound campaigns from idea-generation through to qualified call * Develop strong sales and product knowledge * Interact with IT and business decision makers via telephone and email * Update lead and prospect activity in Salesforce to ensure effective lead management * Set qualified introductory meetings for the Sales team * Nurture early phase opportunities for future pipeline potential * Exceed monthly and quarterly opportunity quota * Build strong relationships with our marketing team and Account Executives, where we pull together to maximize the win for our business * Invest in your self-development, focusing on the skills and attributes that will make you successful in your core role and get you set for future success WHAT YOU WILL BRING TO THE TABLE * A self-starter with a track record of hitting and exceeding goals * Outstanding communication skills * Time management skills and ability to work either independently or through coaching * Desire to work in a fast-paced and high growth environment * Passionate about cutting-edge technology with the aptitude to learn new and exciting IT software products, as well as, understand business critical solutions quickly THINGS WE LOVE * Strong and progressive academic background * Familiarity with database, web server, and open source technology * Working experience with Salesforce.com 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 * Benefits include: * Sales Bootcamp * Internal mentor and 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 75% of the Fortune 100 and AI-native startups, 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, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.   REQ ID: 425654 MongoDB’s base salary range for this role is posted below. Compensation at the time of offer is unique to each candidate and based on a variety of factors such as skill set, experience, qualifications, and work location. Salary is one part of MongoDB’s total compensation and benefits package. Other benefits for eligible employees may include: equity, participation in the employee stock purchase program, flexible paid time off, 20 weeks fully-paid gender-neutral parental leave, fertility and adoption assistance, 401(k) plan, mental health counseling, access to transgender-inclusive health insurance coverage, and health benefits offerings. Please note, the base salary range listed below and the benefits in this paragraph are only applicable to U.S.-based candidates. MongoDB’s base salary range for this role in the U.S. is: $50,003.20—$50,003.20 USD

Neo4j

About Neo4j: Neo4j is the graph intelligence platform that transforms data into knowledge to power the next generation of intelligent applications and AI systems. It includes enterprise-ready knowledge graphs for accurate, explainable, and governed AI; the most comprehensive, trusted, and easy-to-deploy graph capabilities across any environment and data source; and an unmatched ecosystem trusted by 84 of the Fortune 100 and supported by the world’s largest graph community. Intelligence that works. Results that matter. Built to work everywhere and integrate with everything across every cloud for dynamic, personalized, and autonomous AI systems. We deliver quicker results, contextual knowledge, and solutions that impact customers and employees across the business. Our Vision:  At Neo4j, we have always strived to help the world make sense of data.   As business, society and knowledge become increasingly connected, our technology promotes innovation by helping organizations to find and understand data relationships. We created, drive and lead the graph database category, and we’re disrupting how organizations leverage their data to innovate and stay competitive. Job Title: Senior Enterprise Account Executive Location: Preference for Georgia, South Carolina, North Carolina, Virginia, or Texas.  About the Role: We are seeking a driven, high-energy individual who is passionate about new business acquisition and enterprise sales. As a Senior Enterprise Account Executive, you will be responsible for executing a strategic sales plan within your assigned territory, focusing on revenue growth and new customer acquisition. This role offers the opportunity to work closely with cross-functional teams, including solution engineering (pre-sales), marketing, and professional services, to ensure customer satisfaction and long-term success. Key Responsibilities: * Develop and execute a strategic territory plan targeting key organizations and applicable use cases to build a robust pipeline and achieve quarterly and annual sales objectives. * Become an expert in our product offerings and industry solutions, delivering compelling demos, presentations, and proposals that clearly articulate business value. * Leverage deep knowledge of the market to position our solutions as the best fit for customer needs, highlighting the advantages over competing technologies and approaches. * Lead complex sales cycles with a solution-based approach, employing strategic selling strategies and tactics, including the Land & Expand model to grow accounts. * Manage the full sales process from prospecting to closing, consistently securing new logos and expanding within existing accounts. * Provide guidance and mentorship to Business Development Representatives (BDRs) and Field Marketing resources to align on target accounts and support pipeline development. * Maintain accurate and up-to-date information within the CRM system, ensuring data integrity and adhering to forecasting guidelines. * Develop strong partnerships with public cloud providers (AWS, Google, Microsoft Azure) and leverage these relationships to drive growth opportunities. What You Bring to the Role: * 7+ years of proven success in enterprise software sales with a consistent track record of exceeding targets. * Demonstrated experience managing complex sales processes within enterprise markets such as Data Warehousing, Business Intelligence, Data Science, AI/ML, or related fields. * Proven ability to independently develop and close new client relationships while effectively managing long-term business engagements. * Deep understanding of commercial open-source business models, including selling on-premise and cloud & SaaS hybrid solutions. * Ability to craft and execute sales strategies tailored to specific industries, leveraging partner and Go-to-Market knowledge. * Strong presentation, communication, and organizational skills with a knack for building strong business champions. * Familiarity with sales methodologies such as MEDDIC, SPIN, or Challenger Sales, and experience working in a fast-paced, competitive market. * Experience collaborating with cross-functional teams to deliver on customer expectations, including Pre-Sales, Marketing, Customer Success, and Field Engineering resources. * Proven ability to build and nurture relationships with key decision-makers, including CTOs, IT leaders, and technical end users, while collaborating with Solution Architects, Professional Services, and Channel Partners. Preferred Qualifications: * Experience selling complex technical solutions into enterprise markets, with a focus on subscription-based models and cloud deployments. * Knowledge of graph technology, data management tools, or other advanced data-driven technologies. * A Bachelor’s degree in a relevant field and proficiency in standard corporate productivity tools (Google Docs, Salesforce, MS Office).   The annual on target earnings range for this position based in the United States is listed below. This range is an estimate, and the actual on target earnings may vary based on Neo4j’s compensation practices, job related skills, depth of experience, relevant certifications and trainings, in addition to geographic location. Based on the factors above, Neo4j utilizes the full width of the range. In addition to the range below, US employees are eligible for a stock option grant and certain roles are eligible for an annual bonus. Employees in this position are also eligible to participate in the Company’s standard benefit programs, which currently include the following: medical, dental, and vision benefits, 401(k), paid time off, and certain leaves of absence. Annual On Target Earnings Range $280,000—$330,000 USD Why Join Neo4j? Neo4j is, without question, the most popular graph intelligence platform in the world. We have customers in every industry globally, and our products are a proven product/market fit. Joining our team is an opportunity to shape the future of data and analytics. Below are just a few exciting facts about Neo4j.  * Neo4j is one of the fastest-scaling technology companies in this industry. It recently surpassed $200M in annual recurring revenue (ARR), doubling its ARR over the past three years.  * Raised the biggest funding round in database history ($325M Series F). Backed by world-class investors like Eurazeo, GV (formerly Google Ventures), and Inovia Capital, Neo4j has raised over $600M in funding and is currently valued at over $2Bn. This puts Neo4j among the most well-funded database companies in history. * 84% of the Fortune 100 and 58% of the Fortune 500 use Neo4j. Examples include Boston Scientific, BT Group, Caterpillar, Cisco, Comcast, Department for Education UK, eBay, NBC News, Novo Nordisk, Worldline, and others.  * Co-founder and CEO Emil Eifrem has built an amazing culture that prides itself on relationships, inclusiveness, innovation, and customer success. * Countless industry awards. Massive enterprises and individual developers/data scientists love Neo4j. A strong sense of community and ecosystem is built around the platform. * A recent Forrester Total Economic Impact™ Study cited Neo4j as delivering 417% ROI to customers.  Research shows that members of underrepresented communities are less likely to apply for jobs when they don’t meet all the qualifications. If this is part of the reason you hesitate to apply, we’d encourage you to reconsider and give us the opportunity to review your application. At Neo4j, we are committed to building awareness and helping to improve these issues.  One of our central objectives is to provide an inclusive, diverse, and equitable workplace for everyone to develop their potential and have a positive, career-defining experience. We look forward to receiving your application. Neo4j Values: Neo4j is a Silicon Valley company with a Swedish soul. We foster collaboration and each of us is empowered to contribute and put our innovative stamp on projects. We hire candidates who reflect the following Neo4j core values: (we)-[:VALUE]->(relationships) (we)-[:FOCUS_ON]->(userSuccess) (we)-[:THRIVE_IN]->(:Culture {type: [‘Open’, ‘Inclusive’]}) (we)-[:ASSUME]->(:Intent {direction:’Positive’}) (we)-[:WELCOME]->(:Discussions {nature: ‘IntellectuallyHonest’}) (we)-[:DELIVER_ON]->(ourCommitments)  Neo4j is committed to protecting and respecting your privacy. Please read the privacy notice regarding Neo4j's recruitment process to understand how we will handle the personal data that you provide.  More information at www.neo4j.com.   ©2026 Neo4j, Inc., Neo Technology®, Neo4j®, Cypher®, Neo4j Bloom™, Neo4j Graph Data Science Library™, Neo4j® Aura™, and Neo4j® AuraDB™ are registered trademarks or a trademark of Neo4j, Inc. All other marks are owned by their respective companies.

Toast

Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy. The Hybrid Development Representative (HDR) role is the foundational entry point into our high-performing sales organization, designed specifically to develop the next generation of Account Executives. This is not a static job - it is a dedicated, supportive launchpad and structured path for your professional sales career. We invest in HDRs with the clear expectation that high performers will advance through our specialized sales program, Toast Sales Academy, and become future full-cycle Account Executives.   The Journey of a High Performer: HDR → All Bound Sales Development role → Account Executive (AE) The Timeline of a High Performer: 12-18 months, training to become an Account Executive    What you'll do (Responsibilities): As a Hybrid Development Representative (HDR), you serve as the critical first step in our sales pipeline, responsible for building and qualifying the opportunities that drive our growth. You will execute high-volume outreach to a mix of prospective businesses with the strategic goal of determining mutual fit for our all-in-one digital platform, ensuring Account Executives receive high-quality engagements ready for closing. * Complete at least 100 high-quality outreach activities daily (warm/cold calls, emails, and social touch points). * Host qualification calls to develop an understanding of the prospect’s needs and determine how they can benefit from leveraging our all-in-one digital platform. * Schedule meetings for qualified prospects, ensuring a seamless handoff to the appropriate Account Executive. * Learn and execute on various inbound and outbound outreach methods to prepare for specialization into an All-Bound Sales Development Role with the ultimate goal of developing into an Account Executive.   What you'll need to thrive (Requirements): * Career Ambition: Must be driven by a long-term goal of becoming a full-cycle Account Executive (AE) and working in a commissioned closing role. * Proven Drive and Refusal to Fail: Possesses the self-discipline and sustained effort necessary to achieve ambitious daily activity goals and recover quickly from rejection. * Growth Mindset: Actively seeks and immediately applies feedback, while proactively self-assessing performance to identify and vocalize specific areas for growth and development. * High Self-Accountability: Driven by measurable results and takes full ownership of daily performance metrics and pipeline contribution. * High Customer Empathy and Resilience: Demonstrated ability to handle rejection and objections with professionalism while driving positive outcomes for prospective customers. * Aptitude for Critical Thinking: Naturally curious, resourceful, and thrives on quickly processing new information to solve complex problems and qualify prospective customers. * Exceptional Communication Skills: Clear, professional, and persuasive communicator across high-volume calls and written outreach (email/social). * Strong Organizational Skills: Meticulous attention to detail and ability to manage time effectively to balance 100+ daily outreach activities.   What will help you stand out (Nonessential Skills/Nice to Haves): * Previous Sales or Sales Internship experience * Experience participating in Collegiate Sales Competitions * Direct experience working in the hospitality or retail industries   AI at Toast At Toast we’re Hungry to Build and Learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture.   Our Total Rewards Philosophy We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits.. The estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role includes base salary, commission, and bonus (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. In addition to cash compensation, our total rewards components include benefits and equity (if eligible). You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy. Zone A $75,000—$120,000 USD Zone B $65,000—$104,000 USD Zone C $59,000—$94,000 USD How Toast Uses AI in its Hiring Process Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. To learn more: https://careers.toasttab.com/ai-in-hiring Our Approach to Hybrid Working We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the hospitality community, regardless of location. Please visit the Locations page on our career site to learn more about our in-office expectations by region: https://careers.toasttab.com/locations-toast Diversity, Equity, and Inclusion is Baked into our Recipe for Success At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences. We Thrive Together We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast. Apply today! Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com. ------ For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.