MongoDB is launching an EMEA AI Natives team to win high-potential, fast-growing AI-native companies and accelerate new-logo acquisition.

We are seeking a Regional Director, AI Native to build and lead an initial team of five Acquisition reps covering a number of regions across EMEA.

Reporting to EMEA Sales Leadership, you will own the team’s strategy, hiring, development, execution, and results. You will drive new-logo acquisition and NARR while establishing a repeatable sales motion for the AI-native segment.

We are looking to speak to candidates who are based in London for our hybrid working model.

What you will do

Recruit, onboard, coach, and develop a high-performing AI Native acquisition team
Define territory plans, account priorities, pipeline goals, and operating rhythms across EMEA
Build a data-driven go-to-market strategy for high-potential, well-funded AI-native companie.
Engage founders, investors, C-suite leaders, engineering executives, and technical decision-makers
Coach the team through complex, multi-stakeholder sales cycles and negotiations
Lead strategic opportunities and help the team win net-new logos
Own performance against new-logo, NARR, pipeline, and forecast objectives
Drive adoption of MongoDB’s sales methodology, including MEDDIC
Partner with Marketing, Product, Solution Architecture, Customer Success, Partners, and Sales Operations
Provide market feedback to shape MongoDB’s AI Native strategy and scale the pilot

What you bring

2 years of experience managing a quota-carrying sales team or 3+ years of experience as a quota-carrying enterprise sales representative
A strong record of overachievement and winning net-new logos
Experience building a new market, segment, territory, or sales motion
Success selling complex technology to executive and technical stakeholders
Understanding of cloud, databases, software development, and emerging AI technologies
Ability to translate technical concepts into clear business value
Strong coaching, forecasting, communication, negotiation, and analytical skills
Entrepreneurial energy, intellectual curiosity, resilience, and a bias for action
Willingness to travel across EMEA and maintain an in-office presence aligned with team needs

Things we love

Experience with AI-native companies, high-growth startups, venture-backed businesses, or developer-led organizations
Relationships with AI founders, venture capital firms, engineering leaders, or technical communities across EMEA
Experience launching acquisition or greenfield sales teams
Previous MEDDIC, SPIN, Challenger, or similar sales methodology experience

Why join MongoDB

Lead a newly created EMEA team at the forefront of AI and data
Help define MongoDB’s strategy for one of the fastest-growing technology segments
Work in a people-first culture with strong development and sales enablement programs
Benefit from competitive compensation, equity, and comprehensive benefits

About MongoDB

MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the data platform for the AI era, enabling builders to create, transform, and disrupt industries with software. MongoDB’s unified data platform, the most widely available, globally distributed data platform 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 data platform and is available across AWS, Google Cloud, and Microsoft Azure.

With offices worldwide and over 67,000 customers, including AI-native startups an

Regional Director, Enterprise, Growth