MongoDB is looking for a highly accomplished, results-oriented individual with exceptional energy, intellectual curiosity, and entrepreneurial initiative to significantly expand our presence within the startup ecosystem. This AI Natives EAE role is critical for proactively identifying and cultivating strategic, net-new relationships with high-potential startup founders and executive decision-makers, while concurrently forging deep, impactful partnerships across the AI landscape, and expertly guiding complex sales cycles within an assigned territory. This role is deeply connected to MongoDB’s vision to become the Data Platform for AI, and you’ll be at the forefront of that mission. You will be focused on winning the fastest-growing organizations in the world’s most concentrated AI hub. We are looking to speak to candidates who are based in Zurich, Berlin, Munich and Frankfurt for our hybrid working model. WHAT YOU WILL BE DOING * Serve as a pivotal leader within MongoDB GTM, working cross-functionally with Marketing and Product Leadership directly influencing and driving MongoDB’s market penetration within the VC and startup ecosystem * Architect and execute highly sophisticated, data-driven go-to-market strategies for the assigned AI Native territory, identifying key market segments and opportunities for exponential growth * Drive executive-level engagement and influence within the startup community, with a particular focus on C-suite technical decision makers, visionary founders, and strategic investors * Cultivate and maintain profound, long-term relationships with founders, VCs, key developers, and technical architects to (1) secure net-new logos within the startup ecosystem, (2) identify, establish, and mature strategic product and go-to-market partnerships, and (3) consistently exceed top-line revenue targets * Develop and evangelize a comprehensive, expert-level understanding of MongoDB products, the competitive landscape, and partner technologies, positioning MongoDB as a thought leader WHO YOU ARE * 8+ years of consistent quota-carrying field experience in highly competitive and rapidly evolving markets, with a proven track record of selling technically complex enterprise solutions at scale * Exceptional intellectual curiosity and a demonstrated commitment to continuous learning and professional development * A profound history of identifying, building, and nurturing executive-level champions within your customer-base, and successfully navigating highly complex, multi-stakeholder sales processes * Mastery in translating intricate technical concepts and nuanced technical challenges into compelling, quantifiable business value and strategic outcomes for customers * Possess an inherent drive, intense competitiveness, and an insatiable desire to achieve extraordinary success and exceed expectations * Must reside within the assigned territory and be willing to maintain a significant in-office presence (3+ days per week) to foster collaboration and team cohesion THINGS WE LOVE * A passionate commitment to continuous learning and a strong aspiration to lead and define your career trajectory * A proven ability to contribute significantly to building something truly special and scaling a high-growth business unit * Deep familiarity with advanced software development concepts, emerging technologies, and a nuanced understanding of diverse developer and technical personas * Extensive experience and a strong preference for selling to highly technical buyers and engineering leadership ABOUT MONGODB MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the data platform for the AI era, enabling builders to create, transform, and disrupt industries with software. MongoDB’s unified data platform, the most widely available, globally distributed data platform on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud data platform and is available across AWS, Google Cloud, and Microsoft Azure. With offices worldwide and over 67,000 customers, including AI-native startups and 75% of the Fortune 100, relying on MongoDB for their most important applications, we’re powering the next era of software. Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.  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 is an equal opportunities employer. Req ID: 3273525926