Director, Relationship Account Management

The worldwide data management software market is massive (According to IDC, the worldwide database software market, which it refers to as the database management systems software market, was forecasted to be approximately $82 billion in 2023 growing to approximately $137 billion in 2027. This represents a 14% compound annual growth rate). At MongoDB we are transforming industries and empowering developers to build amazing apps that people use every day. We are the leading developer data platform and the first database provider to IPO in over 20 years. Join our team and be at the forefront of innovation and creativity.

MongoDB is looking for a Director of Account Management - Americas  to lead and shape our newly created Relationship Account Management team. You will take the foundation of this program to the next level as we build an industry leading Account Management organization to drive broad adoption of MongoDB’s data platform and ensure the success and growth of a diverse portfolio of global customers. 

As the Director of Account Management - Americas, your team is responsible for achieving world-class Net Revenue Retention by increasing value, delivering measurable outcomes, and driving expansion in the best interests of their clients ultimately to build and protect long-term partnerships, cultivate advocacy, and achieve sustainable results for MongoDB.

Reporting to the Head of Global Account Management, the ideal candidate is an inspiring leader skilled in vision setting, coaching managers and developing thriving teams. You are passionate about delivering exceptional customer value, a creative problem solver driven to overachieve business results, and you value transparency and collaboration.  This role is critical to scale our team through MongoDB’s next phase of growth and beyond.

What you’ll do:

• Evolve and refine a high performing account management organization
• Develop, motivate, and coach a team of managers. Establish a culture of performance, transparency, inclusivity and growth
• Deeply understand customer needs and align team skills and enablement to deliver an outstanding customer experience
• Build relationships with key customer executives, providing strategic and consultative advice to influence their success. Act as a point of escalation to resolve customer issues as needed
• Integrate the Account Management role into the broader GTM organization by creating clarity around the function and establishing strong partnerships with Customer Success, Sales, Professional Services and Operations leaders
• Define strategies and operating cadence to achieve quarterly growth and retention goals
• Demonstrate deep understanding of customer and team activity through delivery of consistent and accurate forecasts
• Develop an operational framework for the AM function including territory management, capacity planning, account assignment governance, and operating metrics
• Initiate and be accountable for strategic initiatives necessary to achieve quarterly business goals and team engagement. Leverage a data-driven approach to uncover areas of opportunity
• Collaborate with cross functional leaders and executives to improve processes, solve customer escalations, negotiate non-standard commercials, and participate in company initiatives
• Design a unique AM methodology that delivers repeatable customer value, growth and retention

Requirements:

• 5+ years of experience leading high growth account management, sales or customer success team, preferably in the technology industry
• 2+ years of experience as a second level sales leader
• Track record of owning and exceeding retention and expansion revenue goals
• Proven ability to attract, hire, develop and retain diverse teams of top talent 
• Experience leading through transformational change, building a culture of resilience and innovation, implementing creative business solutions 
• Exceptionally strong communication and negotiation skills with the ability to influence both internal and external stakeholders
• History of successfully building new teams or programs including setting the vision, talent strategy, defining process and building operational excellence 
• Operationally excellent, regularly leveraging data to inform strategy and decisions 
• Enjoy working in highly collaborative environments with the ability to build strong partnerships with peers from other departments
• Energized by a culture of innovation and a fast paced, ever-changing environment

To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy, we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at MongoDB, and help us make an impact on the world!

MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.

MongoDB, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.