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MongoDB is building a new EMEA AI Natives sales team to capture high-potential, fast-growing AI-native companies and accelerate new-logo acquisition. As Regional Director, you will build and lead an initial team of five acquisition representatives covering multiple regions across EMEA, reporting directly to EMEA Sales Leadership.
You will own the team's complete strategy, hiring, development, execution, and results. Your responsibilities include recruiting and coaching a high-performing acquisition team, defining territory plans and account priorities, building a data-driven go-to-market strategy for well-funded AI-native companies, and engaging with founders, investors, C-suite leaders, and technical decision-makers. You will coach the team through complex, multi-stakeholder sales cycles, lead strategic opportunities to win net-new logos, and own performance against new-logo, NARR, pipeline, and forecast objectives.
You will drive adoption of MongoDB's sales methodology (MEDDIC), partner cross-functionally with Marketing, Product, Solution Architecture, Customer Success, Partners, and Sales Operations, and provide market feedback to shape MongoDB's AI Native strategy.
Required experience includes 2+ years managing a quota-carrying sales team or 3+ years as a quota-carrying enterprise sales representative, a strong track record of overachievement and winning net-new logos, and experience building new markets, segments, territories, or sales motions. You should have success selling complex technology to executive and technical stakeholders, understand cloud, databases, software development, and emerging AI technologies, and possess strong coaching, forecasting, communication, negotiation, and analytical skills.
Preferred qualifications include experience with AI-native companies, high-growth startups, venture-backed businesses, or developer-led organizations; relationships with AI founders, venture capital firms, or engineering leaders across EMEA; experience launching acquisition or greenfield sales teams; and familiarity with MEDDIC, SPIN, Challenger, or similar sales methodologies.
MongoDB is a data platform company serving over 67,000 customers globally, including approximately 75% of the Fortune 100. The role offers the opportunity to lead a newly created EMEA team at the forefront of AI and data, help define MongoDB's strategy for one of the fastest-growing technology segments, and work in a people-first culture with strong development and sales enablement programs.
