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. What you’ll do - 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 We’re looking for someone with - 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 About MongoDBMongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the database for the AI era, enabling innovators to create, transform, and disrupt industries with software. MongoDB’s unified database platform, the most widely available, globally distributed database 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 database and is available across AWS, Google Cloud, and Microsoft Azure. With offices worldwide and over 60,000 customers, including 75% of the Fortune 100 and AI-native startups, relying on MongoDB for their most important applications, we’re powering the next era of software. Our compass at MongoDB is our Leadership Commitment, 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, 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, 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, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Req ID: 1273401459 MongoDB’s base salary range for this role is posted below. Compensation at the time of offer is unique to each candidate and based on a variety of factors such as skill set, experience, qualifications, and work location. Salary is one part of MongoDB’s total compensation and benefits package. Other benefits for eligible employees may include: equity, participation in the employee stock purchase program, flexible paid time off, 20 weeks fully-paid gender-neutral parental leave, fertility and adoption assistance, 401(k) plan, mental health counseling, access to transgender-inclusive health insurance coverage, and health benefits offerings. Please note, the base salary range listed below and the benefits in this paragraph are only applicable to U.S.-based candidates. MongoDB’s base salary range for this role in the U.S. is: $120,000—$120,000 USD

• As a Sales Development Representative you will be responsible for generating and qualifying leads, reaching out to prospective clients, and setting up meetings for the Account Executives. • Your role is critical in driving the early stages of the sales funnel and contributing to the growth of the business. • Develop pipeline by building interest with new prospects and clients resulting from your own outbound research and activities including email, phone and/or social media. • Set meetings for sales team for product demonstrations with interested prospects (from both inbound leads and your own self-sourced leads). • Making a minimum of 40 calls a day, sending at least 10 personalized emails. • Spending Admin time learning the product every week. • Learning the multiple verticals across the business depending on the verticals you work. • Asking for feedback in 1 on 1’s on how to keep improving. • Work closely with marketing and sales teams to initiate the sales cycle with specific, targeted demand generation campaigns with prospects and current clients. • Learn and demonstrate a fundamental understanding of solutions and be able to clearly articulate the advantages over competitors. • Meet monthly quotas for overall activity, demonstrations set & conducted, and qualified opportunity dollars. • Utilize phone dialer tools with daily usage of 2 hours per day when making dials. • Contribute to every component of the critical functions associated with fulfilling the sales cycle (forecasting, reporting, customer database maintenance, communications, etc.). • Respond to all inbound leads and log activities in CRM. • Working alongside AE’s to ensure SAOs resort into a Closed Won. • Follow the GTM strategy for new and existing business.

• Lead and motivate a team of Business-to-Business Sales Development Representatives (SDRs) • Provide coaching and feedback to SDRs to enhance their skills in engaging with senior executives • Develop and execute strategies to meet or exceed sales quotas • Ensure accurate forecasting of sales and revenue by maintaining up-to-date records • Handle escalated customer calls and resolve issues

• Build and maintain lead lists from ICP criteria across tiers 1–3 • Run multichannel outbound sequences on email, LinkedIn, and phone (optional) • Personalise outreach at scale without losing quality • Continuously test and optimise messaging and sequence performance • Monitor post engagement and capitalise on warm interest in real time • Manage Rammins’ LinkedIn DMs, qualify conversations, build rapport, book calls • Identify and engage with ICP prospects through comments and connection requests • Qualify inbound and outbound leads against ICP criteria • Book discovery calls and brief the founder before each one • Maintain CRM hygiene, every conversation tracked and up to date • Hand off cleanly to founder at the right moment • Deliver weekly report on outbound activities, reply rates, meetings booked, pipeline value generated