The database market is massive (the IDC estimates it to be $106B+ by 2024!) and MongoDB is at the head of its disruption. The MongoDB community is transforming industries and empowering developers to build amazing apps that people use every day. We are the leading modern 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.
This is an integral role within one of the fastest growing enterprise software companies in the world. MongoDB continues to double the size of its global sales organization and revenue, building on unparalleled execution and a rapidly growing customer base across industries and markets around the world! MongoDB, the leading modern database platform, is helping to transform industries with outstanding, innovative applications.
The continued and proven strength of our sales execution is just as important as the quality of our products, and sets us apart from our competition. MongoDB has one of the most comprehensive and differentiating sales enablement programs in the industry! We have made a massive commitment in this area, with goals to shorten ramp time for new sellers by providing world class technical education and improve efficiency for our sales force.
Sales Enablement is delivered through the global sales organization and, as a team, reports to the CRO. The team’s responsibilities include implementing and evolving our sales methodology, delivering relevant training programs, providing targeted coaching, optimizing sales resources, and equipping leadership with actionable insights by leveraging cutting edge analytics. Our existing programs have consistently had an overwhelmingly positive impact on the sales organization and the company as a whole. They are frequently cited as the best our sales professionals have seen in their careers.
MongoDB is a deeply technical sale. To be successful, new sellers need to master highly technical and complex technology concepts. The Sales Enablement Manager, who reports to the Director of Sales Enablement, is a featured part of the team built to strategically train our sales force from early onboarding through their “ramp” period, and then keep sellers trained and educated as MongoDB grows its world class data platform. The Enablement Manager will drive performance through instructed learning and must be able to deftly field discussions at a business level or technical level, as appropriate. Specifically, the Delivery Manager will:
- Be responsible for owning the early technical ramp for new sellers. When compared to the legacy constraints of a relational database, how does MongoDB’s document data model accelerate modern application development? This understanding of the benefits provided by the Document Model - improved flexibility, speed, and a more intuitive approach to building modern applications for software developers - form the technical foundation that all sales reps need to possess to sell MongoDB. The Delivery Manager will be responsible for teaching, facilitating, and coaching new sales reps to have these discussions with a wide variety of customers, ranging from highly technical to business focused. Training venues include owning and conducting monthly Sales Bootcamps (virtual and/or in-person), coaching Sales Role Play scenarios, and creating/refining all the technical pre-work that’s associated with Sales Bootcamp.
- The successful candidate must be able to utilize personal stories of when they were interacting with customers. They will need to share how customers commonly articulate their technical needs then explain how to map what the customer is saying to how our product solves their problems better than any other. For this, they will need deep customer experience and deep product knowledge.
- The Delivery Manager must act as a “force multiplier”. Viewed internally as a MongoDB expert and champion, the DM will work closely with other teams within MongoDB (Product Marketing, Product Development, Technical Sales, Security, etc.), and work with them as they bring new features and products to market to educate-and-train sellers on how to internalize and incorporate these respective new features/products/services into their sales process. The Delivery Manager will leverage their own expertise training our sellers to coach their respective business partners to build-and-deliver their own highly focused training(s) for sellers.
- There are certain things all databases must offer for use in modern applications: continuity of service and scalability are chief amongst them. In a modern world powered by cloud infrastructure, the DM will coach new sellers to first understand these technical concepts, and then elaborate on those concepts by training sellers to understand how-and-where MongoDB’s document data model empowers uniquely differentiated capabilities such as Workload Isolation and data “locality” of services (being able to house data physically close to users to improve latency and ensure compliance with local regulations).
- Modern customers have a choice: they can choose to self manage their infrastructure, but our most forward looking customers are increasingly deciding to forego that legacy approach in favor of our fully managed database-as-a-service, MongoDB Atlas. The Delivery Manager will train sellers to articulate the value proposition of outsourcing database management, and will be responsible for aligning this training to our world-class sales methodology. Sellers will be taught to use their new technical knowledge to perform technical discovery by asking probing second/third/fourth level questions.
- Facilitation of global in-person (at our NYC HQ), virtual and virtual reality trainings with domain expertise and passion
- Development of content that makes complex technical concepts easy to understand
- Providing subject matter expertise to the field through both eLearning, remote learning, and in-person sessions
- As MongoDB continues to evolve into a fully featured data platform, the Delivery Manager will develop-and-master working knowledge of platform-specific capabilities, including advanced search capabilities (based on Lucene/Elastic), mobile application development and sync/conflict resolution strategies
In your first 60 days, you will
- Familiarize yourself with our business model, organizational structure, and sales collateral
- Attend new hire sales training to learn about MongoDB’s technology, what we sell, and how we sell
- Gain proficiency with our sales enablement tools (Chorus, Highspot, MindTickle) and content development process
- Shadow a key in-person or virtual training, and support the facilitation of ~25% of the delivery
Within 120 Days, you will
- Attend new hire technical bootcamps to dive deep into our technology, fully understanding the value proposition
- Be a major contributor to content development for a net new training (eLearning or in-person)
- Collaborate with the sales organization, developing key relationships to drive additional learning
- Be a key facilitator of our core sales enablement solutions (e.g., New Hire Training)
- Support the facilitation of ~75% of Sales Bootcamp
As you grow, you will
- Identify opportunities for content and facilitation optimizations, and feel confident to present your suggestions
- Design and build content for and execute on customized enablement programs
- Be a critical member of the Sales Enablement team, with a deep understanding of our product offerings, growth opportunities, and our culture and values
- Be known as a Subject Matter Expert in our technology at MongoDB and how articulate value it provides to our customers
The ideal candidate will have...
- 1-3 years of customer facing experience in a technical sales or sales role
- Experience training sellers of various levels of seniority both in-person and remotely via Zoom or similar technology
- A high degree of confidence and poise when presenting to a sales audience and executives - the ability to see the ‘big picture’ when facilitating and leading a room
- A track record of developing impactful content with a focus on knowledge retention
- Self-starter mentality with a high degree of follow through - can own and take tasks through to completion
- Interpersonal skills- ability to network inside the company, create relationships and source input
- Willingness to travel up to 30% of their time
- Be prepared to leverage their advanced understanding of advanced database concepts to create-and-deliver new courseware to newly hired sales reps. This role requires an expert understanding of modern distributed databases, with heavy preference given toward candidates with specific experience selling or using the document/JSON data model. Specifically, the Delivery Manager will possess knowledge of advanced querying and analytical concepts, structured vs. unstructured data, database indexing, scaling modern distributed databases via shard key(s), advanced working knowledge of replication and high availability, analytical vs. operational application workloads, information security (authorization, authentication, encryption, and auditing), and the many other database and MongoDB-specific concepts that are critical “need to learn” by our new sales hires.
- Candidates should have a working understanding of the relational data model. Familiarity with data normalization, Structured Query Language (SQL) and joins, middleware/object relational mapper (ORM) and the challenges an RDBMS poses to modern application development is a plus.
- Candidates should possess a working knowledge of cloud computing (IaaS, PaaS, SaaS), modern application development practices (SDLC), microservices and Rest APIs, DevOps and agile project management. Basic computing concepts should be well understood so that they can be contextualized alongside the database layer, including the hardware layer (CPU/GPU, computer memory, disk storage) and software layer (operating systems, virtualization, containers).
“MongoDB, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type 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.”