Senior Manager, Sales Development

The worldwide data management software market is massive (According to IDC, the data management software market is forecast to be $94 billion in 2023 growing to approximately $153 billion in 2027, representing a 13% compound annual growth rate). At MongoDB we are transforming industries and empowering developers to build amazing apps that people use every day. We are the leading developer data platform and the first database provider to IPO in over 20 years. Join our team and be at the forefront of innovation and creativity.

We are seeking a dynamic, results-driven leader with exceptional energy, passion, and initiative to oversee a team of Sales Development Managers for MongoDB, the world’s fastest-growing database.

As the Senior Manager of Sales Development, you will focus on leading through Recruitment, Enablement, and Execution, ensuring the ongoing success and growth of the Sales Development organization in your region. This role will emphasize developing top-tier talent, driving team performance, and advancing sales pipeline goals to support MongoDB’s continued momentum.

Qualified candidates will be based in Austin and are open to a flexible, hybrid work schedule that includes regular in-office collaboration.

MongoDB is always developing and innovating — not only in our technology but also in our sales go-to-market strategy. Our sales leadership is committed to building the best salesforce in technology. This means, inspiring and enabling success for everyone on the team. We not only equip you to be successful and close deals, but we want your feedback and input on how we can continue to “Think Big and Go Far.” As a crucial part of the Sales team at MongoDB, you will have access to a lucrative market and learn how to sell from some of the most successful sales leaders in the software industry.

• Lead, mentor, and inspire a team of Sales Development Managers to consistently surpass monthly, quarterly, and annual team performance targets.
• Drive strategic planning for pipeline generation across regions, ensuring alignment with overall company and sales objectives.
• Empower SDMs to develop high-performing ADR teams focused on strategic prospecting, opportunity creation, and strong pipeline contribution.
• Build, recruit, and retain top leadership talent, setting a high bar for future Sales Development Managers and Account Development Representatives.
• Partner with senior Field Sales, Inside Sales, Marketing, and Operations leadership to align pipeline development with territory and market needs.
• Establish and continuously refine scalable processes for lead management, follow-up SLAs, conversion optimization, and global best practices.
• Provide senior leadership with accurate forecasting, pipeline analysis, and data-driven insights to guide decision-making.
• Actively engage in strategic prospect qualification and executive-level meetings to ensure organizational alignment and pipeline health.
• Drive global initiatives to innovate and scale the Sales Development organization, collaborating with peers across regions.
• Define and manage performance metrics, coach SDMs on execution, and ensure accountability across all levels of the team.
• Serve as a cultural leader within the Sales Development organization, embodying MongoDB’s values and modeling excellence in leadership.

• Proven success leading leaders — minimum of 1 year managing Sales Managers (preferably in Sales Development or Inside Sales) and 4+ years total sales leadership experience.
• Background in SaaS or enterprise technology with a track record of scaling high-performing teams.
• Minimum 2 years of full-cycle sales experience as an individual contributor, with demonstrated quota attainment.
• Strong ability to design and execute sales development strategy across regions, not just at the team level.
• Deep understanding of sales methodologies, pipeline creation, and enterprise sales motion.
• Excellent leadership, coaching, and influencing skills; ability to build strong partnerships across functions and geographies.
• Skilled in business planning, performance management, and data-driven decision-making.
• Ability to thrive in a fast-paced, rapidly changing environment while maintaining a high standard of excellence.

• Passion for growing your career in the largest market in software (database).
• Experience leading first-line leaders and building leadership bench strength.
• Previous training in methodologies such as Command of the Message, MEDDIC, SPIN, or Challenger Sales.
• Familiarity with databases, developers, or open source technology is a plus.

• MongoDB invests heavily in the development of each of our new hires & continuous career development
• Best in breed Sales trainings in MEDDIC and Command of the Message, including our comprehensive Sales Bootcamps and development programs
• New hire stock equity (RSUs) and employee stock purchase plan
• Generous and competitive benefits (parental leave, fertility & wellbeing support)
• Friendly and inclusive workplace culture - Learn more about what it’s like to work at 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’ well-being 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 is an equal opportunities employer."

Req ID: 425565