Regional Director

Who you are

• 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
• 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

What the job involves

• 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
• 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
• 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