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About the Role

Lead a large, high-performing regional pre-sales organization of approximately 130 solutions architects and people leaders. Own the technical GTM strategy for the region, partner closely with EMEA Sales leadership to win complex modernization and AI workloads, and serve as a visible technical ambassador with MongoDB's most strategic customers. Drive transformation for the Solutions Architecture function, elevating its role as a driver of consumption motion.

Responsibilities

Own the regional pre-sales strategy, defining and executing the vision for Solutions Architecture across EMEA.
Align technical strategy to the region's pre-sales priorities and drive new customer acquisition, expansion, and technical win strategies.
Drive the team's transformation to take a prime role in the consumption motion, evolving Solutions Architecture into a primary driver of consumption growth.
Manage and scale a ~130-person organization of solutions architecture leaders and practitioners across EMEA.
Build the operating rhythm, capacity planning, and leadership bench required to sustain growth.
Partner with EMEA Sales leadership to drive pre-sales excellence and technical differentiation on complex, strategic deals.
Collaborate on bespoke solution design and build trusted executive relationships with the region's most important accounts.
Serve as an executive technical sponsor, representing MongoDB as a trusted advisor in strategic customer conversations and executive briefings.
Lead architecture discussions focused on AI-native and modernization use cases.
Attract, develop, and retain exceptional Director- and Manager-level leaders across the region.
Foster an inclusive, high-performance culture aligned to MongoDB's Leadership Commitment.
Champion global best practices in value-based technical discovery, strategic POC engagements, and reference architectures.
Adapt best practices to EMEA's regional and cultural nuances to increase win rates and deal velocity.
Collaborate cross-functionally with Product, Marketing, and global Solutions Architecture leadership.
Feed regional customer and market insight into roadmap and GTM decisions.
Ensure seamless pre- to post-sales handoff by partnering with Professional Services and Customer Success leadership.
Own regional budget and resourcing decisions for the Solutions Architecture function.
Prioritize investments that maximize pre-sales impact and long-term revenue growth across the region.

Requirements

15+ years of relevant experience, including significant time in technical pre-sales, solutions architecture, or enterprise solutions engineering within enterprise software, cloud, or data platform businesses.
5+ years leading large, multi-country pre-sales or solutions architecture organizations at regional or global scale.
Demonstrated track record of driving technical differentiation and material revenue outcomes.
Experience managing organizations of comparable scale (100+ team members) across multiple countries, including leaders of leaders.
Deep expertise in value-driven technical discovery and sales methodologies (e.g., MEDDIC / MEDDPICC).
Track record of institutionalizing scalable frameworks for technical validation and solution design.
Strong understanding of consumption-based business models and experience driving technical strategies that accelerate post-close usage growth.
Track record of leading organizational transformation within pre-sales or technical GTM functions.
Demonstrated ability to win complex, AI-native, and modernization workloads at the enterprise level.
Sound technical and commercial judgment across cloud, data, and AI architectures.
Proven experience owning a functional budget, including strategic investment decisions and productivity/ROI tradeoffs.
Exceptional executive presence, with credibility in front of customer CIOs, senior technology leaders, and internal executive stakeholders across EMEA's diverse markets.
Fluency in English required.
Willingness to travel extensively across EMEA to support customers, teams, and events.

Skills

Technical pre-sales
Solutions architecture
Enterprise solutions engineering
Value-driven technical discovery
Sales methodologies (e.g., MEDDIC / MEDDPICC)
Consumption-based business models
AI-native workloads
Modernization workloads
Cloud architectures
Data architectures
AI architectures
Budget management
Executive presence
English fluency
European language proficiency (advantage)

Location

EMEA

Work Type

Full-time
Travel

Experience Level

15+ years relevant experience
5+ years leadership experience
Executive level

Benefits

Employee affinity groups
Fertility assistance
Generous parental leave policy

About the Company

MongoDB is built for change, empowering customers and people to innovate at the speed of the market.
Redefined the data platform for the AI era, enabling builders to create, transform, and disrupt industries with software.
MongoDB's unified data platform is the most widely available, globally distributed data platform on the market.
Helps organizations modernize legacy workloads, embrace innovation, and unleash AI.
MongoDB Atlas is the only globally distributed, multi-cloud data platform, available across AWS, Google Cloud, and Microsoft Azure.
Has offices worldwide and over 67,000 customers, including 75% of the Fortune 100 and AI-native startups.
MongoDB's compass is its Leadership Commitment, guiding decisions, interactions, and success.
Committed to developing a supportive and enriching culture for everyone, driving personal growth and business impact.

Equal Opportunity

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.