Regional Director, Commercial Growth

The Opportunity: MongoDB is a true data platform with a comprehensive suite of tools to make working with data remarkably easy for everyone, from developers to analysts to data scientists. We are growing our Commercial Growth Sales Team to help our customers be more productive while still providing all the capabilities needed to meet the most complex requirements at any scale. We are looking for a leader to build and develop an all-star team of Commercial Growth sales professionals. We like to say, “Come to MongoDB and get your Masters in Sales” and your “Ph.D. in Leadership,” where we spend significant time on AE and leader enablement. We invest in ways to attract, hire, and develop top talent while ensuring our team is are set up for long-term success on their individual career paths. This role will be located in Austin, TX. About the Role As the Regional Director, you will drive revenue and ensure the continued successful trajectory of the territory while also focusing on recruitment, enablement, and execution for the Commercial Growth Sales Team. With a people-first culture, which is echoed throughout the whole company, managing and leading our team is top of mind. Our sales leadership is committed to building the best salesforce in technology, with a legendary reputation of excellence and integrity. This means, inspiring and enabling success for everyone on the team. We provide the opportunity for all Regional Directors to sit with their peers and collectively learn from each other about how to better develop our people, recruit, retain, and use data to get the best results for and from our people. All of us are committed to working hard to build something unparalleled in the industry. What is Commercial Growth Sales: The Commercial Growth Team’s mission is to drive broader revenue expansion by prioritizing accounts with high potential for multi-workload adoption, proactively retaining top accounts with strong growth trajectories, and accelerating new workload contributions through strategic use case expansion. Our sales motion combines strategic account planning, consultative selling, and product-led insights to drive growth. By understanding customer business priorities, leveraging product usage signals, and engaging key stakeholders, we identify opportunities to modernize applications, expand workloads, and deliver measurable business outcomes. Through a value-driven, multi-threaded approach, we build stronger customer relationships, accelerate adoption, and position MongoDB as a strategic partner for long-term growth. What you’ll be doing: • Attract, hire, and retain top sales talent, building a high-performing team of Account Executives through effective recruiting, onboarding, coaching, and career development • Build a high-performance culture rooted in accountability, ownership, continuous improvement, and consistent execution to achieve and exceed sales goals. • Coach and elevate sales talent through hands-on deal strategy, MEDDIC qualification, consultative selling, executive engagement, and complex negotiations. • Drive predictable revenue growth by strengthening pipeline generation, accelerating new workload acquisition, expanding existing customer relationships, and improving deal execution • Lead a strategic Commercial Growth sales motion combining proactive prospecting, account planning, value-based selling, multi-threading, and product-led insights to capture growth opportunities • Develop deep product and market expertise to mentor AEs, navigate complex customer organizations, and position MongoDB as a strategic technology partner • Drive operational excellence through weekly forecast meetings, pipeline inspection, territory planning, and data-driven decision-making to improve predictability and sales productivity • Build strong cross-functional partnerships with Solutions Architecture, Professional Services, Customer Success, Marketing, and other stakeholders to accelerate customer outcomes and unlock growth opportunities • Shape and scale our Commercial Growth business by optimizing territory coverage, evolving go-to-market strategies, developing future leaders, and establishing repeatable best practices What you will bring to the table: • A minimum of 1 year of experience leading a sales team in a commercial segment (SMB / Mid Market) • A true passion for sales & technology - we want leaders who love what they do and inspire their team • Experience recruiting and managing a highly successful and talented direct software sales team while driving them toward success • A proven track record of overachievement and hitting sales targets • Ability to articulate the business value of complex enterprise technology • Skilled in building business champions • Driven and competitive. Possess a strong desire to be successful • Must be based in Austin, TX 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, 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 c