Jonathan Green joined MongoDB at 32 years old as a Lead Development Representative, the lowest role in Sales. He could've continued being an Account Executive or Sales Manager somewhere else, but he chose OPPORTUNITY over on-target earnings.

4 years,  8 role changes, and 10,000 hours of selling later...

He's the Regional Director of Sales at MongoDB, a $21B tech company.

In this conversation, we talk about how Jonathan cold-called his way into the best opportunity of his life, what hidden traits he looks for when hiring new sales reps, and how you can create a vision for your career in sales to succeed.

Jonathan's hiring @ MongoDB!
Hit him up on LinkedIn: https://www.linkedin.com/in/jonathanlgreen/

Timestamps:

2:01 - How did Jonathan make a career shift to sales? in his early 30's?

4:47 - How Jonathan cold called his future boss and landed a job offer as an LDR.

7:05 - What were the early lessons learned in your career?

8:19 - Complex technical sales is more like project management.

9:13 - INTERNAL relationships are everything for your career advancement in sales.

12:42 - Success in developing yourself starts with a clear vision.

14:43 - What advice would Jonathan give to himself at the beginning of his career?

14:57 - PICK THE OPPORTUNITY, NOT THE ON-TARGET EARNINGS!!!

17:45 - Picking the right career path boils down to asking hard questions.

19:25 - 8 role changes wasn't glorious; it taught me to stay level-headed.

20:09 - Look for sales candidates that overcame adversity; it's a solid indicator.

23:55 - Q&A begins

24:23 - I'm a new LDR doing qualification and prospecting. What would you suggest I keep in mind as I'm having discovery calls and trying to qualify leads for the sales team?

24:48 - BANT is great, but you need to ask the 3 WHY's: Why Us? Why Now? Why Anything?

27:02 - Look for GRIT, INTELLECTUAL CURIOSITY, and a TRACK-RECORD of being interesting for new sales candidates.

29:30 - Presentation skills are over-rated. You don't need great hair or a great slide-deck. You need to have genuine curiosity and genuine care for your customers + great work ethic.

What you didn't get to witness in this conversation:

• How Jonathan helped another Sales leader develop a new compensation plan that eliminates tension between Account Executives who sell $10k deals up-front only to have Account Managers get commission for $100k up-sells within 6 months..
  
• What cutting-edge prospecting, enablement, and scheduling tools we recommended to a new VP of Sales looking to hire his first SDR and build a sales org..
  
• And much, much more!
  

To listen to the full Mastermind session, go to www.mastermind.army and sign up to our email list.