Manager, Sales Development

About the role

MongoDB is searching for an energetic and results-oriented leader to guide a team of Sales Development Managers. This role focuses on nurturing talent, enhancing team performance, and achieving sales pipeline objectives to support MongoDB's growth. You will own the end-to-end development of the sales pipeline within your region, taking responsibility for identifying high-potential opportunities and steering them toward successful closure. The position is based in our Kuala Lumpur office and offers a flexible hybrid work arrangement that encourages regular in-office collaboration to foster team cohesion. You will act as a critical bridge between strategic sales goals and the daily activities of the sales team, ensuring that all efforts are aligned with company objectives. Success in this role will be defined by your ability to build a high-performing team that consistently generates and converts qualified leads. You will leverage your expertise to create a sustainable sales motion that scales effectively across the market. This is a leadership position that requires a proactive mindset and a commitment to driving measurable results.

Key facts

What you'll do

• Scout and source new talent by identifying high-potential candidates who align with our sales culture and growth objectives.
• Design and implement a comprehensive onboarding curriculum that accelerates the time-to-productivity for new Sales Development Managers.
• Conduct in-depth performance diagnostics to uncover barriers and opportunities within individual team member workflows.
• Facilitate weekly coaching sessions that focus on refining discovery techniques and improving stakeholder engagement at the executive level.
• Analyze pipeline health and forecast accuracy to provide senior management with precise and actionable business insights.
• Partner with cross-functional stakeholders to redesign lead distribution workflows, establishing clear follow-up SLAs and conversion rate optimization strategies.
• Architect and monitor a robust framework of key performance indicators (KPIs) that track team efficiency and individual contribution to revenue.
• Drive the execution of sales playbooks, ensuring strict adherence to process while identifying areas for iterative improvement.
• Liaise closely with Field Sales and Inside Sales leadership to synchronize pipeline targets and address capacity constraints in real time.
• Evaluate the effectiveness of sales methodologies and tools, recommending adjustments to maximize team output and engagement.
• Champion a culture of continuous learning by organizing knowledge-sharing sessions and best practice documentation within the department.
• Identify gaps in current sales enablement materials and collaborate with product and marketing teams to develop targeted resources.
• Represent the Sales Development function in internal meetings, advocating for the team's needs and strategic priorities.
• Maintain a rigorous focus on personal mastery by seeking out advanced training that directly impacts your success in this role and future career trajectory.

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 and developing talent.
• Experience in complex enterprise software sales within a similar organization, 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, customers, candidates, and senior management.
• Proven track record of achieving sales targets, such as President's Club or Rep of the Year.
• Experience with sales methodologies such as MEDDICC, SPIN, or Challenger is essential.
• Demonstrated ability to thrive in a fast-paced, matrixed environment where priorities shift frequently.

Nice to have

• Knowledge of database technologies, web servers, and open source solutions.
• Experience using Salesforce.com.

Practical notes

• MongoDB is committed to providing accommodations for individuals with disabilities throughout the application and interview process. If you require assistance, please inform your recruiter.
• We offer a competitive salary along with stock equity options (RSUs) and an employee stock purchase plan.
• Comprehensive benefits package, including parental leave and wellness support.
• A culture that emphasizes personal growth and well-being, with various employee support programs.

MongoDB is an equal opportunity employer.