Manager, Sales Development

About the role

We are seeking a motivated and inspiring Sales Development Manager to lead a team of enterprise Account Development Representatives (ADRs). This position emphasizes leadership, team development, and fostering a culture of high performance to meet our ambitious sales objectives. The successful candidate will own the end-to-end development of the sales pipeline through strategic team leadership and hands-on engagement. You will be responsible for instilling a data-driven mindset within your team while maintaining a high level of energy and enthusiasm. This role requires a leader who is passionate about mentoring and building world-class sales professionals. You will directly influence the growth trajectory of the organization by scaling our sales operations efficiently. Your impact will be measured by the team's ability to generate and convert high-quality enterprise opportunities.

Key facts

What you'll do

• Recruit, onboard, and nurture talent within the team.
• Offer effective coaching and mentorship by utilizing a strong grasp of sales strategies and our business model.
• Participate in prospect qualification and engage in discovery calls and meetings.
• Prepare weekly performance reports and provide accurate forecasts to senior management.
• Collaborate across departments to create scalable processes for managing incoming leads and ensuring timely follow-ups.
• Establish and manage key performance indicators (KPIs), monitor team activities, and drive performance based on these metrics.
• Work closely with Field Sales and Inside Sales leaders to enhance performance and align pipeline generation with sales requirements.
• Commit to personal development to enhance skills that support your current role and future career growth.
• Analyze market trends and competitor activity to refine the team's value proposition and targeting strategy.
• Conduct regular one-on-one sessions with team members to review performance, remove obstacles, and provide career guidance.
• Design and implement training programs to upskill the team on product knowledge and competitive differentiators.
• Partner with marketing to ensure demand generation campaigns are optimized for high-quality lead intake.
• Monitor buyer behavior and adjust messaging to improve engagement rates throughout the sales cycle.
• Serve as a key point of contact for strategic sales initiatives and cross-functional projects.

Requirements

• Minimum of 2 years of experience in prospecting as an individual contributor and closing deals.
• At least 2 years of experience in a leadership or management role with a proven record in hiring, developing, and promoting team members.
• Experience with complex enterprise software in a similar environment, involving technical and multi-level decision-making.
• Familiarity with open source software sales is a significant advantage.
• Strong verbal, written, listening, and presentation skills, with the ability to engage effectively with direct reports, clients, candidates, and senior management.
• Proven track record as a top performer, with achievements such as President's Club or Rep of the Year.
• Experience implementing and utilizing a sales methodology.
• Demonstrated ability to thrive in a fast-paced, quota-driven environment while maintaining high ethical standards.

Nice to have

• Knowledge of database, web server, and open-source technologies.
• Experience with Salesforce.com.

Skills & tools

• Sales methodologies
• Team management
• Performance tracking

Practical notes

MongoDB offers a competitive salary range for this position in the U.S., which is $110,000. Compensation is tailored to each candidate based on their skills, experience, and qualifications. In addition to salary, we provide a comprehensive benefits package that may include equity, participation in an employee stock purchase program, flexible paid time off, 20 weeks of fully paid gender-neutral parental leave, fertility and adoption assistance, a 401(k) plan, mental health support, and health benefits. Please note that these details apply specifically to candidates based in the U.S.

MongoDB is dedicated to ensuring that all individuals have equal opportunities in employment and prohibits any form of discrimination or harassment. We are committed to creating an inclusive environment for all employees and applicants.