Overview
You support MongoDB's sales organization in India by maintaining data quality in Salesforce, building reports for leadership, processing deal approvals, and handling day-to-day operational requests from AEs and managers. You work across sales segments (inside sales, field sales, enterprise) and report into the Director of Data Strategy & Insights.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Sales Operations / RevOps Support |
| Sales Motion | N/A (supporting all motions) |
| Deal Complexity | N/A (operational support) |
| Sales Cycle | N/A |
| Deal Size | N/A |
| Quota (est.) | N/A (measured on ticket resolution, data accuracy, report delivery) |
Company Context
Stage: Public company (NYSE: MDB)
Size: 7,662 employees globally
Growth: Mature, scaled organization with established GTM processes across multiple segments
Market Position: Leader in NoSQL databases, competing against AWS DocumentDB, Azure Cosmos DB, and traditional databases like Oracle/PostgreSQL
GTM Reality
Who You Support:
- Inside Sales reps (SMB/mid-market deals)
- Field AEs (enterprise accounts)
- Sales managers and directors
- Partner/channel teams
Sales Tools Stack:
- Salesforce (primary CRM)
- Outreach/SalesLoft (cadence tools)
- Gong/Chorus (call recording)
- Clari/similar (forecasting)
- Tableau/Looker (reporting)
- LinkedIn Sales Navigator
- Various data enrichment tools
Territory Structure: MongoDB likely has segmentation by company size (SMB/MM/Enterprise), geography (India, APAC, Global), and vertical in some cases
What You'll Actually Do
Time Breakdown
Ticket Resolution (35%) | Data Cleanup (25%) | Reporting (25%) | Meetings (15%)
Key Activities
- Salesforce Administration: Fix data errors, update account ownership, merge duplicate records, troubleshoot validation rules, assign leads to correct queues. Reps will Slack you when something breaks.
- Report Building: Pull weekly pipeline reports, create custom dashboards for managers, export lists for campaigns, calculate attainment numbers. A lot of Excel manipulation and VLOOKUP work.
- Deal Desk Support: Route non-standard deals for approval, coordinate with finance on pricing exceptions, track discount approvals, ensure contracts have correct terms before legal review.
- Process Documentation: Update wiki pages on how to log activities correctly, create training decks on new Salesforce fields, write SOPs for common requests.
- Ad-hoc Analysis: "Can you tell me which accounts in my territory haven't been touched in 90 days?" or "Pull a list of all MongoDB Community users in APAC who work at companies with 500+ employees."
The Honest Reality
What's Hard
- Constant Interruptions: Reps need things fixed now because they're on a call or a deal is closing. Your planned work gets derailed by urgent requests.
- Repetitive Work: A lot of the same issues over and over - data entry mistakes, duplicates, missing required fields. You'll fix the same problems weekly.
- Limited Context: You're often working on requests without understanding why it matters or what the business outcome is. Just execute the ticket.
- Volume: In a 7,600-person company, even a small % of people needing help means your queue is always full.
- Blame Magnet: When reports are wrong or data is messy, you're the first person people ping, even if it's because reps didn't log things correctly.
- Career Path Ambiguity: This is an entry-level ops role. Promotion into Strategy or RevOps Analyst isn't automatic - you need to prove analytical chops beyond ticket resolution.
What Success Looks Like
- Fast Ticket Resolution: You close 20-30 support requests per week with <24hr turnaround on most issues
- Clean Data: Dashboard accuracy improves, fewer "why is this wrong?" complaints from leadership
- Trusted Partner: Managers start coming to you proactively for analysis, not just when something's broken
- Process Improvement: You identify a recurring issue, build a solution (automation, validation rule, training), and reduce ticket volume
Who You're Supporting
Primary Stakeholders:
- Inside Sales Reps (closing $5K-50K deals, high velocity)
- Field AEs (closing $100K-500K+ deals, longer cycles)
- Sales Managers (managing 6-10 reps, obsessed with forecast accuracy)
- Director of Data Strategy & Insights (your boss, focused on GTM analytics and insights)
What They Care About:
- Reps: "Fix this fast so I can get back to selling" - they want speed and simplicity
- Managers: "Give me accurate pipeline data so I can forecast" - they want reliability and consistency
- Leadership: "Show me where the bottlenecks are" - they want insights that drive decisions
Requirements
- Strong Excel skills (pivot tables, VLOOKUP, data cleaning)
- Comfortable learning Salesforce (you don't need to be an admin now, but you'll become one)
- Detail-oriented - data accuracy matters, one wrong number in a forecast report causes chaos
- Self-starter mentality - you'll get vague requests and need to figure out what they actually need
- Ability to prioritize - everything feels urgent, but not everything is
- Basic SQL is a plus (for pulling data from databases behind the CRM)
- Comfortable working Gurugram business hours with occasional overlap to US/APAC teams