Regional Vice President, Sales Development, Americas

MongoDB•Austin, TX

3d•Hybrid

About The Position

We’re looking for a Regional Vice President to lead our Americas Sales Development organization. Sales Development at MongoDB is a strategic and crucial part of the sales organization, precision‑aligned to the top of the funnel to fuel the business with high‑value, strategic workloads. The RVP will own the vision, strategy, and execution for Sales Development in the Americas, driving operational excellence, developing world class leaders, and succession planning for the next generation of MongoDB Sales executives. Sales Development is also the entry point for our BDR to CRO career development program, which provides transparent, performance‑based paths into Corporate Sales, Enterprise Sales, and Sales leadership roles. As RVP, you will be accountable for both near‑term pipeline results and long‑term talent development in the Americas. We are looking to speak to candidates who can work in a hybrid model from one of our key regional hubs.

Requirements

10+ years of experience in software or platform technology sales, including time as a quota‑carrying Account Executive with full‑cycle closing responsibility and 2+ years as a leader of leaders
Proven experience building and leading Sales Development organizations at scale for top‑tier software companies
Experience building and executing a regional strategy (coverage, plays, capacity, and hiring) that materially improved pipeline quality and new revenue creation
Known for being highly process‑oriented and operationally excellent. You create structure where there is none, codify simple and transparent promotion criteria, and drive rigorous inspection of pipeline, productivity, and performance
Strong grounding in modern sales methodologies such as MEDDIC/MEDDPICC, Challenger, or Command of the Message, with the ability to operationalize these frameworks at the top of the funnel
Proven success recruiting, onboarding, and developing high‑potential leaders. Experience building a strong leadership bench through succession planning, clear promotion standards, and ongoing coaching
Ability to articulate the business value of complex cloud, data, or infrastructure technology in simple, outcomes‑based language for both technical and business audiences. You don’t just “talk” tech, you know how to sell it and how to coach others to do the same
Known for raising the bar, building diverse and inclusive teams, and operating with high integrity
Strong communication skills, with the ability to influence cross‑functional peers and executive stakeholders
High emotional intelligence and adaptability—you can navigate the stressors of high growth while keeping your leaders and teams focused, motivated, and connected to our mission

Responsibilities

Own and operationalize the Americas Sales Dev strategy.
Define and execute the regional strategy aligned to MongoDB’s focus on quality pipeline generation as the primary success metric.
Own headcount, coverage, and regional targets with Sales, Finance, and GTM Operations; and run a data-driven operating model with clear KPIs, disciplined forecasting, and weekly reporting
Modernize Sales Development with AI-enabled workflows that amplify rep effectiveness, expand market coverage, and create capacity for deeper, more strategic customer engagement
Lead, coach, and scale a high-performing leadership bench.
Lead a strong bench of second-line leaders and frontline SD managers, set a rigorous operating rhythm (QBRs, weekly forecast and funnel reviews, performance and enablement cadences), and deliver exceptional coaching so your leaders run world-class 1:1s and team reviews using data-driven insights to raise the bar on performance
Drive top-of-funnel excellence across the Americas.
Raise the bar on qualification, discovery, and handoff quality so opportunities are well-scoped, strategically important workloads, and partner closely with Field RVPs/RDs on account coverage, segmentation, and inbound vs. outbound motions to ensure Sales Dev is focused on the highest-value parts of the market
Build a true talent factory for MongoDB Sales.
Proactively recruit top-tier Sales Development leaders, partner with Sales Enablement to leverage programs such as Sales Bootcamp, MEDDICC, Command of the Message, and BDR to CRO, and hold a clear point of view on promotion criteria, internal mobility, and readiness so your leaders build robust backfill and successor pipelines that make the org a career accelerator
Align cross-functionally to maximize impact.
Work with Marketing to align campaigns and events to Sales Dev coverage and conversion goals, partner with GTM Operations on territory design, capacity planning, compensation, and NWL definitions, and collaborate with Product, Sales, and Customer Success leaders to ensure Sales Dev messaging reflects MongoDB’s differentiated value in modernization and AI workloads
Model MongoDB’s culture and leadership principles.
Model MongoDB’s Leadership Commitment and people-first culture by creating an inclusive, high-trust, performance-oriented environment where feedback, coaching, and continuous learning are the norm, Sales Dev is recognized as a key source of future MongoDB leaders, and leaders are held accountable for how results are achieved—not just the numbers