Sales Enablement Delivery Manager

| Austin | Remote
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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.”

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Technology we use

  • Engineering
    • MongoDBDatabases

Location

3711 S MoPac Expy, Austin, TX 78735

An Insider's view of MongoDB

How would you describe the company’s work-life balance?

MongoDB selects intelligent and capable individuals who are motivated to capitalize on the massive opportunity in front of us. Although we are chasing this opportunity, there is incredible work-life balance in the form of numerous team outings and a flexible PTO policy.

Chris

Corporate Account Executive Manager

What does your typical day look like?

On a typical day, I work on new accounts, renewals, and meet with prospects. I speak with executives and developers about their applications and get to be at the forefront of the newest technologies! It's great to work for a business that your clients love. We get the best support from our leaders and training to keep us sharp on our skills.

Jessica

Corporate Account Executive

How does the company support your career growth?

MongoDB has grown exponentially over the past few years and as a result, there are numerous opportunities for career advancement. To keep pace, the company is constantly investing in developing its people to lead the next phase of our organization. For those looking to take their career to the next level, there is no place better than MongoDB.

James

Customer Success Manager

What unique initiatives do you have that encourage innovation?

The SDR Team is constantly re-evaluating and improving the way we support and add value to the rest of the Sales Org. In fact, on a quarterly basis, each person on the team proposes and executes a 'team improvement project,' which is something that they feel will add value to the team. These projects ensure that each SDR constantly innovates.

Gigi

Senior Manager, Customer Success

How do you collaborate with other teams in the company?

In any organization, it is essential for teams and departments to work together seamlessly in order to be effective. At MongoDB, the people and their ability to work together is a large reason for its success. Our sales teams interact with other business units on a daily basis.

Brent

Regional Director, Enterprise Sales

What are MongoDB Perks + Benefits

MongoDB Benefits Overview

At MongoDB, our employees get to make a huge impact and disrupt the database software industry every day. However, making a large impact isn’t the only perk of working at MongoDB. We also provide our employees with the resources they need to thrive in many aspects of their lives. We’re devoted to creating an open, innovative, and supportive environment for our team.

From flexible PTO and yoga classes, to fertility assistance and an amazing parental leave policy — the opportunity to make an impact at MongoDB is real and we want to support all of our employees in that journey.

Take a look at just some of the benefits we offer our employees.

Culture
Volunteer in local community
Since its September launch, MongoDB serves ATX has donated over $7,000 to organizations in the local Austin Community!
Partners with Nonprofits
Our Austin office partners with a variety of local charities and non-profits such as Habitat for Humanity, Doc & Gayle Young Food Drive, and more.
Friends outside of work
Eat lunch together
Intracompany committees
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Someone's primary function is managing the company’s diversity and inclusion initiatives
Diversity Employee Resource Groups
Our affinity groups include: Underrepresented People of Color Network, MongoDB Women's Group, Underrepresented Genders in Tech, Queeries, The Queer Collective, Veterans, and Green Team
Hiring Practices that Promote Diversity
We partner with: AfroTech, Black is Tech, The Diana Initiative, Latinas in Tech, National Sales Network, Out For Undergrad, PowerToFly, Rewriting the Code, Women in IT Summit, and more
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Team workouts
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
Company Equity
Employee Stock Purchase Plan
Performance Bonus
Child Care & Parental Leave Benefits
Child Care Benefits
MongoDB provides Backup child care assistance.
Generous Parental Leave
MongoDB offers 20 weeks of paid parental leave for both mothers and fathers, and 4 additional weeks of flexible work arrangements for employees who have been with the company for at least 12 months.
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Adoption Assistance
Company sponsored family events
MongoDB sponsors family oriented events Annually.
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Volunteer Time
Sabbatical
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
Recreational Clubs
Relocation Assistance
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
MongoDB hosts lunch and learn meetings once per quarter.
Cross functional training encouraged
Promote from within
Mentorship program
Learn about our Upskill program for SDRs to grow into a corporate sales role: https://www.mongodb.com/blog/post/mongodbs-sdr-upskill-program-the-path-from-sales-development-to-corporate-sales

Additional Perks + Benefits

To read about all of our benefits, take a look at this blog post: https://www.mongodb.com/blog/post/employee-benefits-that-make-a-differe…

We offer: Family support programs, fertility and adoption assistance, flexible PTO, employee affinity groups, mental health benefits, wellness and event programs, global mobility options, and more!

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