Inside Sales Manager jobs at Mongodb in Canada, Toronto

This role will be based remotely in the United States.

• Knowledge of cloud computing platforms (e.g., AWS, Google Cloud Platform, Azure) and operating systems (Linux, Windows, macOS)
• Understanding of the components and potential security weaknesses of large-scale SaaS applications and modern distributed systems architectures
• Experience working closely with defenders to identify and fix problems and develop innovative solutions to detecting potential security issues
• Love to learn; you are motivated to learn about security and tinkering
• Experience communicating with technical and non-technical individuals
• Offensive Security Certified Professional(OSCP) certification, or equivalent

• Develop security tests and assessments based on a solid understanding of MongoDB’s technical environment and services architecture
• Create realistic tabletop exercises based on an up-to-date understanding of threats and vulnerabilities relevant to the MongoDB business
• Continuously test the security features of MongoDB Atlas in order to validate controls and recommend enhancements
• Collaborate closely with detection engineering, vulnerability management, and incident response in order to operationalize the benefits of red team discoveries
• Write detailed summaries and reports for both technical and non-technical / executive audiences

This role can be based hybrid out of our Toronto office.

• 7+ years experience working in Customer Success, Account Management, Client Services or other similarly customer-centric role
• A background and passion for advocating on behalf of your customers - this role should act as an extension of our customers team within MongoDB
• A mind for technology - we’ll teach you about MongoDB and databases, but our customers and product are inherently technical and you should have an aptitude and curiosity to learn about those concepts
• The ability to act with a high level of autonomy, you will be expected to take full ownership of your customer portfolio and make key decisions to drive effective customer outcomes; including deciding when to include our executive team or c-suite in customer escalations, how to de-risk or de-escalate customer issues and conflict and advocating to internal teams including sales, professional services, etc
• An entrepreneurial mindset - you will be required to both deviate from established procedure and often build entirely new process or practices to ensure we best serve this customer segment
• Team player and passion for collaboration - this role will work with some of our most strategic growth customers so must align closely to Sales, Professional Services, Tech Services, and the broader MDB ecosystem
• Prior exposure to database, cloud, and infrastructure technology is a plus

• Work as a strategic advisor to your customer providing them with guidance on MongoDB best practices and their overall technology strategy; this could include running enablement sessions alone or with another internal MongoDB team members, advising the customer on strategies to optimize their technical environment or current spend with MongoDB, positioning and recommending product features and best practices to accelerate customers time to value and growth
• Collect feedback and identify roadblocks from customers to inform internal teams including Product, Professional Services, and Leadership on how MongoDB can build a stronger product and go to market organization
• Act as the link between our customers and product engineering to develop new innovative solutions. You will be key in building the future roadmap of our product by acting as the Product team’s eyes and ears in this field
• De-escalate and resolve critical customer issues and complaints by finding the best possible solution for both the customer and MongoDB; this could include anything from navigating a customer outage that has a financial impact on their business, to helping an application team devise a custom MongoDB solution or implementation for their critical application, no day is the same
• Build and execute account plans to mitigate risk and drive growth 3+ quarters out across your portfolio
• Lead in-person executive business reviews for strategic customers in your portfolio, including interfacing with C-suite executives and other technical leaders to align to business objectives and agree to a mutual success plan
• Work on strategic internal projects to help build the Customer Success program; our expectation is that anyone in this role has strong business acumen and the ability to create and teach best practices, new process, and enablement to the broader organization
• Document all customer interactions in internal systems, including Gainsight and Salesforce.com
• Provide feedback and guidance to leadership on key signals within MongoDB Atlas that indicate healthy or unhealthy customer accounts; as our product evolves, we’ll need to be constantly adjusting our engagement strategies based on these signals, which you’ll be in the best position to identify and share back with internal teams
• Manage the relationship with Sales Leadership and Account Executives in your territory, including reporting on business performance, training on best practices, and rolling out program updates to ensure sales people and leaders are abreast of best practices for interacting with Customer Success
• Forecast expected churn and growth to your senior leadership team
• Help interview, onboard and ramp new team members - as a more senior team member you will have an immediate role in who joins the team
• Act as a leader amongst your peers, running enablement sessions, product certifications and being vocal in team meetings to ensure those around you grow

This role is a hybrid working model in our Toronto office long-term.

In this role, you will have two core priorities: Talent Development & Revenue Development. We view our Account Development Representatives as the next wave of Account Executives at MongoDB. A Sales Development leader at MongoDB hires outstanding talent, maps out the gaps in that rep’s skillset, holds them accountable to reaching their potential, and takes pride in turning that ADR into an AE. You will also be a key asset to our Enterprise Sales organization, partnering with regional leaders across our sales organization, you will be a crucial part of uncovering new opportunities, determining how to unlock new territories, and driving revenue into our pipeline.

• Attract, hire, retain, and develop talent
• Provide strong coaching and mentoring through a deep understanding of sales, our business model, and our sales methodology.
• Be involved in prospect qualification and discovery calls/meetings
• Provide weekly team performance summary as well as timely and accurate forecast to senior management
• Cross functional collaboration to establish scalable processes for incoming lead management and follow-up SLAs and conversions
• Develop and own KPI’s, supervise the activity of the team, track the results and drive team execution based on those metrics
• Work closely with Field Sales and Inside Sales management to drive increased performance and align pipeline production to our Sales team's needs
• Invest in your self-development, focusing on the skills and attributes that will make you successful in your core role and get you set for future success

• 2+ years experience prospecting as an individual contributor and closing
• 2+ years experience leading/managing with a track record in hiring, developing and promoting
• Complex enterprise software experience in a comparable company (technical and multi level decision making)
• Experience in open source software sales is a distinct advantage
• Excellent verbal, written, listening, and presentation skills. You must be credible with direct reports, customers, recruitment candidates, and internally across the organization at all levels including senior management
• Top performer, Results oriented, with a track record of overachievement (President’s Club, Rep of the Year, etc.)
• Experience using and implementing a sales methodology

• Familiarity with database, web server, and open source technology
• Working experience with Salesforce.com

• Great Earning Potential
• Welcoming and inclusive workplace Meet MongoDB’s Employee Affinity Groups!
• Continuous career development
• Sales training in MEDDIC and Command of the Message
• Benefits include
  • Sales Bootcamp
  • Internal mentor and buddy program cross-departmentally

• You have 2 or more years of experience managing a team of software engineers
• You have strong technical judgment that you use to effectively guide engineering decisions without necessarily writing code yourself
• You have first-hand experience developing complex systems like databases, distributed systems, or high-performance applications and you use this context to understand the challenges your team faces
• You enjoy coaching, career development, and creating growth opportunities to help your team reach their full potential
• You care about building a diverse, inclusive environment where engineers can do their best work
• You put the customer first and don't hesitate to cross team boundaries in search of the right solution

• Lead and grow a team, managing all aspects of people management including hiring, growth, compensation, and performance management
• Be directly responsible for the results your team delivers
• Play a key role in defining the roadmap for the next 12 months
• Drive improvements to processes and tools especially those that allow us to confidently make changes to high risk parts of our codebase
• Handle (or lead the effort to handle) time-sensitive customer escalations
• Collaborate with stakeholders and engineering teams across the company to jointly work on large initiatives
• Work with product managers, program managers, and other teams to specify, prioritize and deliver new features that delight our users
• Ensure high quality and velocity in the design and implementation of new functionality in Search and Vector Search
• Be open to occasional (twice a year) travel to the US

• In the first month:
• You have understood the high level architecture of the Search and Vector Search and the team's responsibilities
• You are starting to develop relationships with key stakeholders
• You have gained familiarity with the required day-to-day processes to manage the team
• In three months:
• You have taken over management of your team, and are starting to build trust with your reports
• You have hired two new engineers to the team
• You have assumed responsibility for the day-to-day processes necessary to keep the lights on
• You are involved in reviewing the design for new features and helping the team navigate technical challenges
• In six months:
• You have established your role as a leader in the organization such that team members naturally go to you for guidance
• You have hired and onboarded three new engineers to the team
• You are beginning to involve yourself in planning and roadmapping efforts
• You are leading the planning and execution of a new major feature
• In twelve months:
• You have performed a full annual cycle of performance and growth conversations with your team members
• You have contributed to the vision for the future of the Search team and helped develop a plan to achieve that vision
• You have increased the capability and velocity of your team in measurable ways

This role is a hybrid working model in our Toronto office long-term.

In this role, you will have two core priorities: Talent Development & Revenue Development. We view our Account Development Representatives as the next wave of Account Executives at MongoDB. A Sales Development leader at MongoDB hires outstanding talent, maps out the gaps in that rep’s skillset, holds them accountable to reaching their potential, and takes pride in turning that ADR into an AE. You will also be a key asset to our Enterprise Sales organization, partnering with regional leaders across our sales organization, you will be a crucial part of uncovering new opportunities, determining how to unlock new territories, and driving revenue into our pipeline.

• Attract, hire, retain, and develop talent
• Provide strong coaching and mentoring through a deep understanding of sales, our business model, and our sales methodology.
• Be involved in prospect qualification and discovery calls/meetings
• Provide weekly team performance summary as well as timely and accurate forecast to senior management
• Cross functional collaboration to establish scalable processes for incoming lead management and follow-up SLAs and conversions
• Develop and own KPI’s, supervise the activity of the team, track the results and drive team execution based on those metrics
• Work closely with Field Sales and Inside Sales management to drive increased performance and align pipeline production to our Sales team's needs
• Invest in your self-development, focusing on the skills and attributes that will make you successful in your core role and get you set for future success

• 2+ years experience prospecting as an individual contributor and closing
• 2+ years experience leading/managing with a track record in hiring, developing and promoting
• Complex enterprise software experience in a comparable company (technical and multi level decision making)
• Experience in open source software sales is a distinct advantage
• Excellent verbal, written, listening, and presentation skills. You must be credible with direct reports, customers, recruitment candidates, and internally across the organization at all levels including senior management
• Top performer, Results oriented, with a track record of overachievement (President’s Club, Rep of the Year, etc.)
• Experience using and implementing a sales methodology

• Familiarity with database, web server, and open source technology
• Working experience with Salesforce.com

• Great Earning Potential
• Welcoming and inclusive workplace Meet MongoDB’s Employee Affinity Groups!
• Continuous career development
• Sales training in MEDDIC and Command of the Message
• Benefits include
  • Sales Bootcamp
  • Internal mentor and buddy program cross-departmentally

• Have an in-depth and detailed understanding of MongoDB products to confidently provide mentorship for your Inside Sales team
• Enable, develop and empower your team to proactively prospect, identify, qualify, and build sales pipeline
• Coach the team to close business and to navigate complex strategic negotiations and organizations
• Evangelize our validated sales methodology MEDDIC and drive adoption and expertise within your team
• Actively recruit Associate Account Executives (AAE) and Inside Account Executives (IAE) for your team in alignment with MongoDB’s hiring criteria
• Onboard and ramp new AAEs and IAEs and accelerate their productive capacity
• Foster strong and effective relationships, resulting in growth opportunities
• Run weekly forecast meetings
• Scale, strategically plan, and develop sales territories

• 3+ years of successful quota carrying experience selling within a team on large strategic accounts
• 1+ year of sales management experience
• Demonstrated ability to create and execute highly effective pipeline generation campaigns to identify and qualify workloads
• Ability to articulate the business value of complex enterprise technology
• Demonstrated ability to build business champions within a large strategic account
• Demonstrated ability to open new lines of business through pipeline generation and effective opportunity qualification inside a large strategic account
• Driven and competitive. Possess a strong desire to be successful

Location(s)

• Preference for
• Toronto, Atlanta, Boston, New York, Chicago, Los Angeles, San Francisco