Manager, Sales Development - job 1 of 2

As a Manager of Sales Development at MongoDB, you will oversee and lead a team of Account Development Representatives (ADRs). Your day-to-day responsibilities will include attracting, hiring, and developing top talent, executing effective coaching and mentoring, and actively participating in prospect qualification and discovery calls. You will be integral in aligning team performance with sales goals by tracking KPIs and collaborating with sales management to drive pipeline production.

To qualify for the Manager, Sales Development position at MongoDB, candidates should have at least 2+ years of experience in prospecting and closing, as well as leadership experience managing sales teams. A strong track record in hiring and developing talent, familiarity with complex enterprise software, and a robust understanding of sales methodologies are essential. Excellent communication skills are also a must for engaging effectively with both internal teams and clients.

At MongoDB, we prioritize the personal and professional growth of our employees, including those in the Manager, Sales Development role. We offer extensive sales training programs, such as MEDDIC and Command of the Message, and provide opportunities for mentorship across departments. Our culture encourages continuous learning, helping you develop the skills needed to succeed in your current role and advance in your career.

MongoDB promotes a welcoming and inclusive workplace culture. As a Manager, Sales Development, you will work in a hybrid model in our New York City office. The environment is collaborative and supportive, with access to employee affinity groups, which enhances the overall experience. We value employee wellbeing and offer various benefits to support our team's personal and professional journeys.

At MongoDB, the base salary range for the Manager, Sales Development role is set at $110,000—$110,000 USD. This compensation is just one element of a competitive total rewards package that includes equity, participation in the employee stock purchase program, flexible paid time off, and other valuable benefits tailored to support our employees.

In my role as a Manager, Sales Development, I adopt a coaching leadership style that encourages open communication and seeks to empower my team. I believe in supporting my team members to reach their full potential by providing the necessary resources and personalized feedback to help them grow.

Success as a Sales Development Manager is measured through key performance indicators (KPIs) such as conversion rates, the number of qualified leads generated, and individual sales metrics. Regular performance reviews and feedback sessions also ensure ongoing alignment with our overall sales objectives.

To develop talent within my sales team, I focus on personalized training plans that address each team member's skills and career goals. I conduct regular coaching sessions and provide opportunities for team members to lead initiatives, thereby building their confidence and competence.

When addressing conflicts within my team, I emphasize open communication and understanding the perspectives of all parties involved. I encourage team members to express their feelings and work together to find mutually agreeable solutions, thus fostering a collaborative and supportive atmosphere.

In a previous role, I initiated a targeted outreach campaign that identified high-potential leads while providing tailored messaging. This approach resulted in a significant increase in qualified leads and drove a notable percentage of our overall sales growth that quarter.

Essential tools for a Sales Development Manager include a robust Customer Relationship Management (CRM) system like Salesforce to track team performance and lead interactions, as well as analytics tools to monitor KPIs. These technologies help streamline processes and enhance productivity across the team.

Fostering a strong sales culture involves creating an environment where achievements are recognized, accountability is emphasized, and continuous learning is prioritized. I celebrate wins, encourage constructive feedback, and provide ongoing training to keep our team engaged and motivated.

My approach to onboarding involves a comprehensive training program that covers company culture, products, and sales processes. I also pair new team members with experienced mentors who guide them through their initial days, making the transition smoother and more effective.

To stay updated on industry trends, I regularly attend workshops, webinars, and industry conferences. I also subscribe to relevant publications and engage with online communities to share insights and best practices with my peers and team members.

I have experience with various sales methodologies, including MEDDIC and SPIN Selling. I prefer MEDDIC for its focus on understanding the customer’s needs and metrics, which aligns well with consultative selling and helps tailor our approach to each individual prospect.