VP, Global Specialist Sales

About the role

This is a foundational, builder-oriented leadership role for someone who thrives at the intersection of emerging technology, early-stage product-market fit, and enterprise go-to-market execution. The leader will own the global specialist motion end-to-end, driving revenue, shaping product direction through frontline signal, and building a team of Specialist Sales and Specialist Solutions/Systems Architects.

Responsibilities

• Own a global number; Take full accountability for a consumption and/or bookings target across Agentic, Voyage AI, Vector Search, and Analytics, and build the plans, forecasting discipline, and pipeline hygiene needed to hit it predictably
• Build and lead a global specialization team; Recruit, manage, and develop a team of Specialist Sales leaders and Specialist Systems/Solutions Architects across regions, ensuring consistent coverage, quality, and career growth
• Operate like a startup inside MongoDB; These are early product-market fit motions — build the playbooks, qualification criteria, and champion strategies from scratch rather than inheriting mature process. Move fast, test, and iterate
• Drive fast, structured product feedback loops. Serve as the connective tissue between the field and Product/Engineering, translating customer and prospect signal into prioritized feedback that shapes the roadmap for Agentic, Voyage AI, Vector Search, and Analytics
• Own demo and pilot excellence; Ensure the team has best-in-class demo assets and a repeatable, fast pilot/PoC methodology that shortens time-to-value and builds technical credibility with customers and prospects
• Partner deeply with core field sales; Act as a force-multiplier for account teams — co-selling, unblocking technical objections, and ensuring specialization efforts are additive to (not siloed from) the broader account strategy
• Partner deeply with Product. Sit close to Product leadership for these areas, influencing roadmap, packaging, and positioning based on what's working (and not working) in the field
• Champion consumption-based value selling; Where applicable, bring experience helping customers scale usage over time, expanding footprint through demonstrated value rather than one-time transactions
• Represent MongoDB externally. Serve as an executive-level voice with strategic customers, at industry events, and in analyst/press conversations on Agentic AI, vector search, and applied analytics

Requirements

• Extensive experience (typically 12+ years) in enterprise software sales or GTM leadership, with a track record building and scaling global specialist or overlay organizations
• Proven experience owning both sales and technical (systems/solutions architecture) teams in a matrixed, cross-functional environment
• Demonstrated ownership of a revenue or consumption number at a global or multi-region scale
• Familiarity with, and ideally direct experience in, consumption-based business models (usage-based pricing, land-and-expand, PLG-to-enterprise motions)
• Working knowledge of Agentic AI architectures, vector search/embeddings, retrieval-augmented generation, and modern analytics platforms — enough to credibly engage technical stakeholders and product teams
• A track record of building fast, iterative feedback loops between field and product organizations
• Experience standing up demo, proof-of-concept, and pilot programs that scale across a distributed, global team
• Executive presence and the ability to influence cross-functionally without direct authority over Product, Marketing, or regional GTM leaders
• Willingness to travel globally to support team, customers, and events

Qualifications

• Willingness to travel globally to support team, customers, and events

Skills

• Enterprise software sales or GTM leadership experience
• Experience building and scaling global specialist or overlay organizations
• Experience owning both sales and technical teams in a matrixed, cross-functional environment
• Familiarity with consumption-based business models
• Experience operating in early product-market fit environments
• Experience building fast, iterative feedback loops between field and product organizations
• Experience standing up demo, proof-of-concept, and pilot programs that scale across a distributed, global team
• Executive presence and the ability to influence cross-functionally without direct authority over Product, Marketing, or regional GTM leaders

Benefits

• Base salary range: $200,000—$200,000 USD
• Other benefits: equity, participation in the employee stock purchase program, flexible paid time off, 20 weeks fully-paid gender-neutral parental leave, fertility and adoption assistance, 401(k) plan, mental health counseling, access to transgender-inclusive health insurance coverage, and health benefits offerings