VP, Global Specialist Sales

What You'll Do

• Own a global number: Take full accountability for a consumption and/or bookings target across Agentic, Voyage AI, Vector Search, and Analytics, and build the plans, forecasting discipline, and pipeline hygiene needed to hit it predictably.
• Build and lead a global specialization team: Recruit, manage, and develop a team of Specialist Sales leaders and Specialist Systems/Solutions Architects across regions, ensuring consistent coverage, quality, and career growth.
• Operate like a startup inside MongoDB: These are early product-market fit motions — build the playbooks, qualification criteria, and champion strategies from scratch rather than inheriting mature process. Move fast, test, and iterate.
• Drive fast, structured product feedback loops: Serve as the connective tissue between the field and Product/Engineering, translating customer and prospect signal into prioritized feedback that shapes the roadmap for Agentic, Voyage AI, Vector Search, and Analytics.
• Own demo and pilot excellence: Ensure the team has best-in-class demo assets and a repeatable, fast pilot/PoC methodology that shortens time-to-value and builds technical credibility with customers and prospects.
• Partner deeply with core field sales: Act as a force-multiplier for account teams — co-selling, unblocking technical objections, and ensuring specialization efforts are additive to (not siloed from) the broader account strategy.
• Partner deeply with Product: Sit close to Product leadership for these areas, influencing roadmap, packaging, and positioning based on what's working (and not working) in the field.
• Champion consumption-based value selling: Where applicable, bring experience helping customers scale usage over time, expanding footprint through demonstrated value rather than one-time transactions.
• Represent MongoDB externally: Serve as an executive-level voice with strategic customers, at industry events, and in analyst/press conversations on Agentic AI, vector search, and applied analytics.

What You'll Need

• Extensive experience (typically 12+ years) in enterprise software sales or GTM leadership, with a track record building and scaling global specialist or overlay organizations.
• Proven experience owning both sales and technical (systems/solutions architecture) teams in a matrixed, cross-functional environment.
• Direct experience operating in early product-market fit environments — comfortable with ambiguity, evolving playbooks, and building processes from zero.
• Demonstrated ownership of a revenue or consumption number at a global or multi-region scale.
• Familiarity with, and ideally direct experience in, consumption-based business models (usage-based pricing, land-and-expand, PLG-to-enterprise motions).
• Working knowledge of Agentic AI architectures, vector search/embeddings, retrieval-augmented generation, and modern analytics platforms — enough to credibly engage technical stakeholders and product teams.
• A track record of building fast, iterative feedback loops between field and product organizations.
• Experience standing up demo, proof-of-concept, and pilot programs that scale across a distributed, global team.
• Executive presence and the ability to influence cross-functionally without direct authority over Product, Marketing, or regional GTM leaders.
• Willingness to travel globally to support team, customers, and events.