Regional Vice President, Enterprise, Growth

About the role

You will own the end-to-end growth strategy and execution for the enterprise segment across India, shaping the long-term vision for revenue expansion and market penetration. You will manage a highly talented team of Regional Directors, serving as a leader of leaders who develops, mentors, and holds accountable senior leadership to achieve ambitious targets. Your primary focus will be formulating and executing a growth strategy within India, resulting in aggressive revenue growth within our existing strategic enterprise customers and world-class recruitment that elevates the entire sales organization. You will evangelize a validated sales methodology, drive adoption, and ensure consistent execution of best practices across all enterprise deals. This role demands a relentless focus on data-driven decision-making to forecast, pipeline manage, and optimize sales performance at scale. You will build strong strategic partnerships with key stakeholders to unlock new opportunities and remove enterprise barriers for your teams. Ultimately, you are responsible for assuring the continued success of the region through a people-first culture that delivers unparalleled results in the industry.

Key facts

What you'll do

Develop and own a comprehensive enterprise growth strategy for the Indian market that directly supports corporate revenue objectives and market share expansion.

Provide expert-level mentorship and enablement for your Sales team, ensuring deep product knowledge and confidence in articulating MongoDB's value to complex enterprise stakeholders.

Proactively prospect, identify, qualify, and build sales pipeline by coaching enterprise teams on strategic account planning and opportunity development.

Coach the team to grow existing business and to navigate complex negotiations, multi-threaded organizations, and executive-level stakeholder management.

Escalate and evangelize MongoDB's validated sales methodology MEDDIC, driving strict adoption and expertise within the team to standardize high-quality sales execution.

Actively recruit high-caliber Enterprise Account Executives aligned with MongoDB's hiring criteria, ensuring the team reflects the company's commitment to excellence and integrity.

Onboard and ramp new Enterprise Account Executives effectively, accelerating their productive capacity and time-to-revenue through structured training and coaching.

Foster strong, trust-based relationships with enterprise customers, resulting in organic growth opportunities, expansion, and strategic account deepening.

Run weekly forecast meetings with precision, using insights and data to guide decision-making, manage risk, and ensure pipeline health.

Scale, strategically plan, and develop sales territories to optimize coverage, balance workloads, and maximize productivity across the region.

Champion a data-led culture by leveraging CRM analytics and performance metrics to identify trends, close gaps, and drive continuous improvement.

Collaborate cross-functionally with marketing, product, and customer success teams to refine messaging, positioning, and go-to-market initiatives for enterprise segments.

Maintain strict adherence to compliance, legal, and ethical standards in all sales engagements, reinforcing MongoDB's trusted brand and reputation.

Own the end-to-end deal lifecycle for strategic enterprise opportunities, ensuring smooth execution from discovery through to contract and expansion.

Requirements

Bring 2+ years of experience recruiting and managing a highly successful and talented direct software sales team while driving them towards consistent success and overachievement.

Possess 5+ years of field experience with quota-carrying roles in a fast-paced and competitive market, with a clear focus on closing net new logos and enterprise-level deals.

Demonstrate a proven ability to open new accounts, build executive-level relationships, and run a complex sales process from inception to close.

Show a proven track record of overachievement against quotas and sales targets, even in challenging market conditions or competitive landscapes.

Articulate the business value of complex enterprise technology with clarity and confidence to both technical and executive audiences.

Skilled in building business champions, including at the executive level, and influencing without authority to drive strategic outcomes.

Driven and competitive by nature, with a strong desire to be successful and a history of thriving in high-pressure environments.

Prove experience landing and expanding within the Enterprise segment, showing mastery of strategic selling at scale.

Commit to upholding MongoDB's leadership principles and company values in every interaction and decision.

Reside in Gurugram to support the hybrid working model and ensure seamless collaboration with the global organization.

Nice to have

Previous Sales Methodology training such as MEDDIC, SPIN, or Challenger Sales that can be leveraged to accelerate team performance.

Familiarity with databases, developers, and open source technology that allows for more meaningful conversations with technical stakeholders.

Practical notes

Candidates must be based in Gurugram to align with the hybrid working model.

No specific hours, travel, visa, or application deadlines are outlined in the source material.