Regional Director, Enterprise, Growth

MongoDB Inc.; Greater London; Hybrid; GBP 150,000 - 210,000; Full time

Benefits offered by this job

Competitive compensation

Equity

Comprehensive benefits

Hybrid work model

Job summary

MongoDB is seeking a Regional Director, AI Native based in London to build and lead a five-person Acquisition team, shaping territory plans and a scalable AI-native GTM strategy across EMEA. You will hire, coach, and drive new-logo acquisition while aligning with Marketing, Product, and Customer Success to accelerate growth.

You will own the team’s pipeline, forecast accuracy, and strategic deals, engaging founders and C-suite leaders to translate complex technology into business value.

Qualifications

• Experience leading a quota-carrying sales team or enterprise reps.
• Proven track record of winning net-new logos.
• Experience building new markets, segments, or sales motions.
• Ability to translate technical concepts into clear business value.

Responsibilities

• Recruit, onboard, coach, and develop a high-performing AI Native acquisition team.
• Define territory plans, account priorities, pipeline goals, and operating rhythms across EMEA.
• Build a data-driven go-to-market strategy for AI-native companies.
• Engage founders, investors, C-suite leaders, and technical decision-makers.
• Coach the team through complex, multi-stakeholder sales cycles and negotiations.
• Lead strategic opportunities and help the team 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 MongoDB’s AI Native strategy and scale the pilot.

Skills

Quota-carrying sales

Leadership

New-market development

Tech-to-business value

MEDDIC/SPIN/Challenger

Job description

MongoDB is launching an EMEA AI Natives team to win high-potential, fast-growing AI-native companies and accelerate new-logo acquisition.

We are seeking a Regional Director, AI Native to build and lead an initial team of five Acquisition reps covering a number of regions across EMEA.

Reporting to EMEA Sales Leadership, you will own the team’s strategy, hiring, development, execution, and results. You will drive new-logo acquisition and NARR while establishing a repeatable sales motion for the AI-native segment.

We are looking to speak to candidates who are based in London for our hybrid working model.

What you will do

• Recruit, onboard, coach, and develop a high-performing AI Native acquisition team

• 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 companie.

• 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 the team 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 MongoDB’s AI Native strategy and scale the pilot

What you bring

• 2 years of experience managing a quota-carrying sales team or 3+ years of experience as a quota-carrying enterprise sales representative

• A 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

• Entrepreneurial energy, intellectual curiosity, resilience, and a bias for action

• Willingness to travel across EMEA and maintain an in-office presence aligned with team needs

Things we love

• 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

• Previous MEDDIC, SPIN, Challenger, or similar sales methodology experience

Why join MongoDB

• 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

• Work in a people-first culture with strong development and sales enablement programs

• Benefit from competitive compensation, equity, and comprehensive benefits

About MongoDB

MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the data platform for the AI era, enabling builders to create, transform, and disrupt industries with software. MongoDB’s unified data platform, the most widely available, globally distributed data platform on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud data platform and is available across AWS, Google Cloud, and Microsoft Azure.

With offices worldwide and over 67,000 customers, including AI-native startups and approximately 75% of the Fortune 100, relying on MongoDB for their most important applications, we’re powering the next era of software.

Our compass at MongoDB is our Leadership Commitment, (https://www.mongodb.com/company) guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.

To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy (https://www.mongodb.com/company/blog/culture/employee-benefits-that-make-a-difference-at-mongodb) , we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at MongoDB (https://www.mongodb.com/blog/channel/culture) , and help us make an impact on the world!

MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.

MongoDB is an equal opportunities employer.