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about 1 month ago
Requirements and responsibilities
Role overviewWe are looking for a Regional Director, Enterprise to lead a high-performing field sales team across a portfolio of strategic enterprise accounts in Australia. You will own regional go-to-market execution, drive new business and expansion, and build deep, executive-level relationships, particularly across keyFinancial Services customers in ANZ.In this role, you will be responsible for a set of high-potential territories and will partner closely with cross-functional stakeholders in Solutions Consulting, Customer Success, Marketing, and Partner/Alliances.We are looking to speak to candidates who are based in Sydney or Melbourne for our hybrid working model.Key responsibilitiesLead and develop a high-performing enterprise sales teamRecruit, onboard, coach, and retain top enterprise account executivesProvide clear expectations, ongoing feedback, and structured development plansBuild a culture of high performance, accountability, and inclusionOwn regional GTM and revenue performanceDefine and execute the regional sales strategy for your enterprise territory mix, with a strong emphasis on Financial Services and other strategic industriesOwn pipeline creation, forecast accuracy, and quarterly/annual targetsDrive disciplined deal execution, including qualification, deal reviews, and executive alignmentDrive strategic customer engagementBuild and maintain C‑level and VP‑level relationships across priority accounts (e.g., major banks and financial institutions)Partner with customers as a trusted advisor on their modernization, cloud, and data strategiesSponsor critical opportunities and escalations; personally lead key executive meetings and negotiationsLand, expand, and renewLead the team to land new logo customers and expand existing relationshipsCoordinate with Customer Success, Renewals, and Support to ensure strong adoption, value realization, and retentionCross-functional collaborationPartner closely with Solutions Consulting, Marketing, Partner/Alliances, and Product to shape territory plans, campaigns, and account strategiesProvide structured feedback from the field to leadership on market trends, competitive dynamics, and product needsOperational excellenceMaintain high data quality and hygiene across CRM and sales toolsRun regular business reviews (QBRs), pipeline inspections, and territory planning sessionsEnsure compliance with internal processes (approvals, pricing, contracting, and forecasting)Experience and qualificationsExtensive enterprise sales leadership experience (typically 10+ years overall, with several years managing high-performing field sales teams)Proven track record leading enterprise B2B SaaS / cloud / data / infrastructure sales in ANZ, ideally with strong exposure to Financial ServicesDemonstrated success owning a regional number and consistently delivering against ambitious revenue targetsDeep experience running complex, multi-stakeholder enterprise sales cycles, including executive engagement, commercial negotiation, and navigating procurementStrong people leadership skillsExperience hiring, developing, and retaining top enterprise sellersComfortable managing both experienced senior AEs and emerging leadersStrong analytical and operational skills: pipeline management, forecasting, territory design, and capacity planningExcellent communication and presentation skills, with the ability to influence both internally and externally at executive levelPreferred qualificationsExperience leading teams covering FSI-heavy territories (e.g., major banks, insurers, or capital markets customers)Previous experience scaling a region or building out a new/expanding marketBackground in high-growth, product-led or platform companies with a technical saleExperience working in or closely with global/regional teams across APACAbout MongoDBMongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the database for the AI era, enabling innovators to create, transform, and disrupt industries with software. MongoDB’s unified database platform, the most widely available, globally distributed database 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 database and is available across AWS, Google Cloud, and Microsoft Azure.With offices worldwide and over 60,000 customers, including 75% of the Fortune 100 and AI-native startups, 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 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!
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