Senior Relationship Account Manager

MongoDB; Gurugram District; Hybrid; INR 3,000,000 - 5,500,000; Full time

Job summary

MongoDB is seeking a Senior Relationship Account Manager to drive expansion and retention across Asia Pacific. You will be the primary point of contact for a defined customer base, guiding them through enablement sessions, strategy meetings, and business reviews to maximize value.

You will manage renewals, upsell and cross‑sell opportunities with a technology‑savvy, customer‑centric approach, and operate in a hybrid work model from Gurugram or Bengaluru.

Qualifications

• 2+ years in quota-bearing account management or new business sales.
• SaaS/tech background with end-to-end client management experience.
• Experience with complex use cases and multiple stakeholders across renewals, upsell and expansion.
• Able to juggle priorities while meeting targets and KPIs.
• Excellent verbal and written communication for diverse audiences.
• Aptitude for learning MongoDB concepts and enterprise tech.

Responsibilities

• Act as primary contact for a defined customer base and drive expansion and retention.
• Engage in enablement sessions, strategy meetings, and business reviews with customers.
• Negotiate renewals and growth opportunities and execute the MongoDB sales process.
• Own territory management, prioritization, and risk/deal reviews.
• Deliver accurate weekly and quarterly forecasts and identify opportunities for value.

Skills

Quota-carrying sales

SaaS background

Client relationship management

Multi-stakeholder coordination

Communication skills

Virtual enablement sessions

Job description

The Senior Relationship Account Management (Sr. RAM) team is focused on driving long‑term partnerships with MongoDB’s mature customers, creating expansion & evangelism in the process. This team was established ~2 years ago and continues to grow and scale with our expansion to APAC. We are looking for someone who can thrive with a high level of ambiguity and change while maintaining a customer centric approach at scale for our customers across Asia Pacific.

Individuals within Sr. RAM org have a passion for technology that delivers business outcomes and understand how to retain and grow clients through a focus on their success. In this role you will act as the primary point of contact for your customer base and leverage the MongoDB ecosystem to help drive expansion and retention of a customer portfolio. As a Sr. RAM you will be responsible for success, education, enablement, upsell/cross‑sell, renewal and everything in between.

We are looking to speak to candidates who are based in Gurugram or Bengaluru for our hybrid working model.

Experience

• 2+ years of quota‑carrying Account Management or New Business sales experience
• SaaS or technology background; demonstrated ability and interest in managing client relationships end‑to‑end
• Has held responsibility for clients with complex use cases and multiple stakeholders across renewal, upsell and expansion into new business units
• Excels at juggling competing priorities while executing on targets and KPIs

Our ideal candidate will have

• 8+ years of work experience, of which at least 4+ years of quota‑carrying experience in Sales or Account Management, or similar customer‑centric role with direct revenue responsibility. Enterprise account experience is a plus
• A proven track record of hitting sales targets; this role will be responsible for expansion/upsell AND renewal/retention
• The ability to execute on activity and pipeline expectations and published standards of excellence
• Outstanding verbal and written communication skills, with the ability to present to a diverse audience, both internally and externally
• A background and passion for driving value and growth with customers via virtual meetings - this takes the form of enablement sessions, strategy meetings, business reviews, and more in this role
• Demonstrated ability to articulate the value of a complex enterprise technology
• A mind for technology – we’ll teach you about MongoDB and databases, but our customers and product are inherently technical and you should have an aptitude and curiosity to learn about those concepts
• The ability to work in a fast paced environment
• The acumen for leveraging tools and data sets to gain insight into your clients use of MongoDB
• An entrepreneurial mindset – this is a new team so you must thrive in a changeable, often ambiguous environment and enjoy contributing to building process, enablement and best practices
• High levels of organization and attention to detail – you take ownership of customer situations and see everything through to resolution
• Team player and passion for collaboration – this role will work with customers that require alignment across the broader Go to Market ecosystem including; Solutions Architects, Professional Services, Tech Services, Deal Strategy, Legal etc
• Prior exposure to database, cloud and infrastructure technology is a plus

Nice to Have

• Experience with databases, cloud platforms, infrastructure, or developer technologies
• Experience selling SaaS or enterprise software

On a given day in this role you will

• Work as a strategic advisor to the customer — aligning not only to their MongoDB initiatives, but also their internal processes, bottlenecks, and overall corporate strategy
• Proactively identify, qualify and nurture relationships within your accounts to expand stakeholder footprint and elevate MDB as a strategic partner
• Negotiate renewals and growth opportunities, execute MongoDB sales process to both protect and expand MongoDBs renewal base
• Execute on territory management & activity expectations, including ongoing tiering/prioritization of accounts, strategic account planning, and risk/deal reviews
• Own and deliver an accurate forecast of your business week over week; quarter over quarter
• Leverage data signals and proactive outreach to identify and address potential risk within your portfolio
• Partner closely with MongoDB executives, product managers, and leadership to achieve positive customer outcomes

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 is an equal opportunities employer.