Sales Development Manager at MongoDB

| Austin
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The database market is massive (the IDC estimates it to be $89B+ 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.

We’re looking for a dynamic and hardworking Sales Development Manager who will be responsible for building and leading a team of SDRs who identify and qualify sales opportunities in North America. The role focuses on leadership, development and the execution of sales goals.

In this role, you will have two core priorities: Talent Development & Revenue Development

  • Talent Development: We view our Account Development Representatives as the next wave of Account Executives at MongoDB. Taking on the responsibility of leading this team means dedicating yourself to their development. A Sales Development leader at MongoDB hires outstanding talent, maps out the gaps in that rep’s skillset, holds them accountable to reaching their potential, and takes pride in turning that ADR into an AE.
  • Revenue Development: As an SDR manager, you will be a key asset to our Enterprise Sales organization as we look to grow MongoDB across the world. Partnering with Directors and Vice Presidents across our sales organization, you will be a crucial part of uncovering new opportunities, determining how to unlock new territories, and driving revenue into our pipeline.
Responsibilities
  • Attract, hire and retain high performing Sales Development Representatives via all available channels (internal, external, self)
  • Drive a high performance and high accountability culture to achieve and exceed sales development goals
  • Provide strong coaching and mentoring through a deep understanding of sales, our business model, and our sales methodology. This includes coaching on how to build rapport over the phone, best practices on how to reach a targeted audience (via phone, email and social), inbound lead follow-up and outbound prospecting techniques, qualification and how to set the right scene for high quality opportunity generation and lead nurture
  • Support your team by participating in prospect qualification and discovery calls/meetings (including shadowing calls to customize your mentoring for each of the Sales Development Representatives, as well as supporting a deeper level of qualification of opportunities identified)
  • Provide weekly team performance summary as well as timely and accurate forecast to senior management based on a deep understanding of historical trends as well as representative’s individual performance (# meetings created/completed, # opportunities created/accepted, pipeline created/accepted, # deals closed from sales development generated pipeline, bookings from sales development pipeline, and volume of leads received and processed)
  • Collaborate with Marketing and Sales Operations to establish and tune scalable processes for Incoming Lead Management and Marketing to Sales
  • Collaborate with Sales Operations and establish scalable reports/dashboards to provide high visibility into lead follow-up SLAs and conversions
  • Develop and own Key Performance Indicators (KPI) for the Sales Development team, supervise the activity of the team, track the results and drive team execution based on those metrics
  • Define and execute on creative and innovative techniques to get results and build a performance culture
  • Represent the needs of your team cross functionally to drive performance
  • Ensure your team consistently uses our sales methodology to source, qualify and pass opportunities as quickly, efficiently, and independently as possible
  • Develop and maintain a strong understanding of MongoDB’s offerings and the industry as a whole
  • Drive field and operational excellence in Sales Development with the tools available to us, including data cleanliness in SFDC
  • Work closely with Field Sales and Inside Sales management to drive increased performance and align pipeline production to our Sales team's needs.
Requirements
  • 2+ years experience prospecting as an individual contributor and closing
  • 2+ years experience leading/managing with a track record in hiring, developing and promoting
  • Complex enterprise software experience in a comparable company (technical and multi level decision making)
  • Experience in open source software sales is a distinct advantage
  • Excellent verbal, written, listening, and presentation skills. You must be credible with direct reports, customers, recruitment candidates, and internally across the organization at all levels including senior management
  • Top performer, Results oriented, with a track record of overachievement (President’s Club, Rep of the Year, etc.)
  • Experience using and implementing a sales methodology
Life at MongoDB

The health and wellbeing of our team is our first priority. During these times we have extended the option for all of our employees to work from home until the end of the year. We are excited to return to the office when it is safe to do so and are constantly evolving how we bring our strong office culture to a remote working environment.

Our Austin office culture

  • MongoDB's Headquarters for NA Account Development and Corporate Sales
  • Sales, Engineering, HR, Finance, IT, Legal
  • Regular group outings and parties
  • Employee affinity groups, Fun Teams, etc.
Our Benefits
  • Comprehensive Health & dental insurance through Cigna
  • Free lunch twice per week
  • Fully stocked kitchen with healthy and sweet treats
  • Corporate Gym Discount
  • Employee Assistance Program
Interview Advice

Interviewing is not an easy thing and can be alien to some people. We want you to succeed. When we interview, we’re trying to determine a couple of things:

  1. Would you be successful if you were part of our team?
  2. Will you love working here and be a positive influence on our team?
  3. Will you grow during your time here?

We seek to provide feedback throughout our interview process, usually directly in the interview. We love working with people who are always trying to better themselves.

When you’re preparing to interview, you’ll often be sharing stories about your current and past roles. An excellent way to frame this is with the CARR model: Context, Action, Results, Reflection. This allows you to succinctly share the experiences you’ve gained.

We’re looking for people with a passion for technology. Make sure you invest some time in learning about MongoDB, the industry we operate in, what we offer and how we set ourselves apart.

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, 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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