Regional Director, Enterprise, Growth
Leads MongoDB’s new EMEA AI Native acquisition team, owning hiring, sales strategy, pipeline, forecasting, and net-new customer acquisition. Requires enterprise technology sales experience, sales-team management or quota-carrying experience, and the ability to engage executive and technical stakeholders.
About the job
Responsibilities
- Recruit, onboard, coach, and develop an initial team of five AI Native acquisition representatives.
- Define territory plans, account priorities, pipeline goals, and operating rhythms across EMEA.
- Build a data-driven go-to-market strategy for high-potential, well-funded AI-native companies.
- Engage founders, investors, C-suite leaders, engineering executives, and technical decision-makers.
- Coach the team through complex, multi-stakeholder sales cycles and negotiations.
- Lead strategic opportunities and help win net-new logos.
- Own performance against new-logo, NARR, pipeline, and forecast objectives.
- Drive adoption of MongoDB’s sales methodology, including MEDDIC.
- Partner with Marketing, Product, Solution Architecture, Customer Success, Partners, and Sales Operations.
- Provide market feedback to shape the AI Native strategy and scale the pilot.
Requirements
- 2+ years managing a quota-carrying sales team, or 3+ years as a quota-carrying enterprise sales representative.
- Strong record of overachievement and winning net-new logos.
- Experience building a new market, segment, territory, or sales motion.
- Success selling complex technology to executive and technical stakeholders.
- Understanding of cloud, databases, software development, and emerging AI technologies.
- Ability to translate technical concepts into clear business value.
- Strong coaching, forecasting, communication, negotiation, and analytical skills.
- Willingness to travel across EMEA and maintain an in-office presence aligned with team needs.
Nice-to-haves
- Experience with AI-native companies, high-growth startups, venture-backed businesses, or developer-led organizations.
- Relationships with AI founders, venture capital firms, engineering leaders, or technical communities across EMEA.
- Experience launching acquisition or greenfield sales teams.
- Experience with MEDDIC, SPIN, Challenger, or similar sales methodologies.
Compensation and Benefits
- Competitive compensation, equity, and comprehensive benefits.
Skills
Enterprise Sales, Sales Leadership, Go-to-Market Strategy, Territory Planning, Pipeline Management, Forecasting, MEDDIC, Spin, Challenger, Cloud Computing, Databases, Software Development, Artificial Intelligence, Negotiation, Sales Coaching
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