From Enterprise Account Executive to Regional Director: How Lucile Tournier Has Accelerated Her Career with MongoDB France

Lucile Tournier joined MongoDB France as an Enterprise Account Executive in 2020. From learning new technology to becoming a new mom and taking on a leadership role, Lucile has had an incredible journey over the past two years. In this article, I talk with Lucile to learn more about her experience on the Enterprise Sales team in France and how she has grown her career to become a Regional Director at MongoDB.

Click here to read this blog post in French.

Jackie Denner: Hi, Lucile. Thank you for sharing a bit about your career journey. How did you come to join MongoDB, and why were you interested in the company?

Lucile Tournier: MongoDB is my first experience working in the software industry. My previous roles were with French services companies, where I had very different experiences in terms of sales cycles, corporate culture (MongoDB being an American company), and even technicality (databases — the only stack I had never discussed).

I was certainly in my comfort zone in my previous positions. I said to myself, “If I am looking for a new challenge, why not try the software industry? Is it for me? Is it possible to switch from a services company to a software vendor?” I decided to contact Alexandre Esculier, Regional VP of France for MongoDB (at the time Regional Director) who experienced such a shift. Who better than him to answer my questions? After many discussions with him and other members of the MongoDB team in France, I was convinced and decided to go through the recruitment process.

You might wonder why I chose MongoDB in particular. Three years ago, I co-founded a market finance startup within a services company. It was an exciting experience, in a fast lane, and full of challenges and great successes. I liked the “speed boat” aspect (fast and adaptable) within an established company. For my next chapter, I wanted to join a company that was fast-paced and innovative. I really found the best of both worlds at MongoDB: An established company with clear processes and disruptive technology, all while having a startup spirit with hypergrowth and agility. I made the right decision.

JD: Tell me a bit about your experience in the Enterprise Account Executive role.

LT: Like a roller coaster. Throughout six months of intensive onboarding, I was able to quickly go into the field alongside very valuable teams: My manager, Solutions Architects, Customer Success, and Partner teams (to name a few). I started to improve my skills, sign my first contracts with major accounts who trusted me (just like my management), open up new territories, and expand existing ones.

I learned a lot about the technology, the sales process (based on MEDDIC, co-built by John McMahon, who is a member of the MongoDB board), and especially about myself thanks to a feedback culture that is at the very heart of MongoDB. Learning about yourself is not so easy. It requires being able to question yourself every single day, but what a great opportunity to grow.

JD: What makes enterprise sales at MongoDB a unique career opportunity?

LT: It is unique on several levels: The technology, the processes, the fast pace, the results of the company, and the people! Everything is amazing.

What I particularly remember is the benevolence. During my first year at MongoDB, I had the immense joy of becoming the mother of a little boy, Dorian. Starting a new job and becoming pregnant in the process is not quite what I had planned. I am grateful that the leadership team was open-minded, supportive, and more than happy for me. I was able to successfully carry out my two great journeys: Performing at MongoDB and becoming a mom. I don't think it could have gone better anywhere else.

JD: You were promoted from Enterprise Account Executive to Regional Director. What learning and development opportunities helped you achieve this, and how did sales leadership support your transition?

LT: If I hadn't had the trust and support of my entire line management, this transition would have been very difficult, if not impossible. I already had a team management role at my previous company. However, it was important for me, as for MongoDB, to go back to the field before returning to a team management position. Coming from a completely different world, how would I have been able to properly guide a team without going through the field first?

So, I honed my skills, I proved I was 100% committed, I listened as much as possible to the feedback I was given; I tried; I lost; I won. I did things differently, and I started again and again. In summary, I had confidence in my environment, and I was able to give my all while being well guided. I had regular development sessions, training, and, above all, an attentive ear from Alexandre Esculier and Jérôme Delozière, VP for continental Europe, who helped me to be self-aware and ask myself the right questions. After 18 months as an Enterprise Account Executive, I successfully transitioned to a Regional Director role managing five Enterprise Account Executives.

JD: What is most exciting about being part of the Enterprise Sales team at MongoDB?

LT: Everything! First, MongoDB’s technology is amazing. It is important to emphasize this, because it is impossible for me to work for a company where customers are not happy with our products. I want to be able to believe in what I am selling, and I believe in it. The R&D teams are always looking for the latest developments that allow us to be 5 years ahead of the market.

Additionally, selling through the MEDDIC methodology has taught me a lot. I had the art and MongoDB gave me the science. Even after 10 years of sales, I keep learning.

Most importantly, the people! Everyone is trying to be the best version of themselves and one of the builders of this great adventure. It's really nice to work with so much emulation.

JD: What is our Sales team culture like?

LT: To describe it in one word: Transparent. In transparency we can progress. We have to share with each other, help each other, point out our weaknesses, and listen. The same goes with customers. Transparency is the key.

JD: What skills and qualities make someone successful on the Enterprise Sales team?

LT: I think success comes from hard work. Nothing comes ready-made in this environment and there is no relying on luck. You have to work, learn, question yourself, and move things forward. Luck comes later.

JD: Is there anything else that you think someone should know about our Enterprise Sales team in France?

LT: I'm hiring, so do not hesitate to reach out to me via LinkedIn!