VP, Global Specialist Sales

MongoDB is seeking a Vice President, Global Specialization Leader to build and scale a world-class specialist organization focused on our highest-growth, highest-innovation product surfaces:
Agentic applications, Voyage AI, Vector Search, and Analytics. 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.

This 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 that can sell, demo, and pilot next-generation AI-native workloads with speed and credibility.

We are looking to speak to candidates who are based in Austin, NYC, Palo Alto, or San Francisco for our hybrid working model.

What You'll Do

• 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

What You'll Need

• 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

• Direct experience operating in early product-market fit environments — comfortable with ambiguity, evolving playbooks, and building processes from zero

• 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…