Regional Vice President, Enterprise, Acquisition (Hybrid) at MongoDB

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Job Description

カントリーマネージャー日本

当社は、日本の事業の立ち上げと爆発的な成長を牽引する、先見の明のあるカントリーマネージャーを探しています。APACセールス担当SVPの直属となり、この重要な市場へのMongoDBの戦略的拡大の基礎となるアーキテクト（設計者）および要（かなめ）となります。これは単なる営業職ではなく、ゼロから高性能なチームを構築し、実行の文化を植え付け、営業、技術チーム、パートナーエコシステムを結びつける部門横断的なGTM（Go-To-Market）戦略を組織するリーダーシップの任務です。あなたは、トップクラスの人材を採用し、世界で最も急成長しているデータベースの顧客導入を促進し、この地域のソフトウェアの未来を定義する深く価値の高い関係を築くことで、当社の日本でのサクセスストーリーのアーキテクトとなるでしょう。

当社のハイブリッド勤務モデルのため、日本に拠点を置く候補者と面談したいと考えています。

職務内容

日本の市場参入と規模拡大の設計

戦略的ビジョンの設定：日本の長期的なGTM戦略を定義および実行し、市場参入を持続可能で高速度のARR（年間経常収益）成長へと変革します。
高性能エンジンの構築：世界クラスのチームを採用・指導し、卓越した業務遂行、説明責任、顧客第一の営業の文化を育みます。
戦略的パートナーシップの推進：クラウドプロバイダー（AWS、Google Cloud、Azure）およびグローバルシステムインテグレーター（GSI）との統合を深め、エコシステムパートナーシップを大規模なエンタープライズモダナイゼーション取引の主要なエンジンに変えます。
消費の卓越性の推進：初期の受注を超えて、Atlasポートフォリオ全体で深い技術的採用と健全な製品消費を促進し、長期的な顧客価値を確保します。

部門横断的な成功の組織

GTM活動の統一：営業、カスタマーサクセス、プロフェッショナルサービスの中央指揮者として機能し、初期のエンゲージメントから本番展開に至るまで、シームレスで摩擦のないカスタマージャーニーを確保します。
製品と市場の橋渡し：日本の顧客の意見を代弁し、当社のロードマップがこの市場の独自のニュアンス、特に高セキュリティおよび規制された業界に対応できるように、製品およびエンジニアリングに重要なフィードバックを提供します。
データに基づいた厳格なリーダーシップ：マーケティングおよびBDR/SDRリーダーシップと連携して、高いシグナルのパイプライン衛生を維持し、マーケティング投資がフィールドの優先順位と影響力の高い獲得ターゲットに直接一致するようにします。

応募資格

経験と専門知識

B2Bソフトウェア、クラウド、またはデータプラットフォームにおける20年以上の段階的な上級経験があり、エンタープライズ規模のGTMに重点を置いていること。
現地のビジネス環境、役員レベルのコミュニケーション、部門横断的なリーダーシップを円滑に進めるために、バイリンガル（日本語/英語）の習熟度が不可欠です。
開発者主導型/オープンソース/プロダクト・レッド・グロース（PLG）の活動における深く実証された専門知識。エンタープライズ規模のモダナイゼーション取引に拡大する前に、主要なエントリーポイントとして開発者をどのように引き込むかを理解していること。
コンサンプションベースのビジネスモデルの経験があり、日本で「ゼロから構築した」実績、または大規模な部門を拡大した実績があること。
SI/パートナーエコシステムのエンゲージメントやクラウドネイティブデータベースの導入など、日本の市場環境をナビゲートした実証された成功経験。

業務遂行の卓越性

MEDDPICCのような最新の営業手法を強く理解しており、大規模な実装と検証の実績があること。
データ主導のインサイトを使用して、パフォーマンス、予測の正確性、および業務の厳密性を管理する能力。
高成長環境において、一貫性と予測可能性を促進する運用ケイデンスを設計・実行した実績のある経験。

人材と文化のリーダーシップ

この地域で高性能のGTMチームを採用、育成、維持してきた実績があり、トップクラスの人材を引きつける存在として認められていること。
MongoDBのLeadership Commitment（オーナーシップ、インクルージョン、そして「ビルダー」の考え方を手本とすること）と深く一致していること。
目先のパフォーマンスと長期的なキャリア開発のバランスを取る、説明責任の高い文化を構築する実証された能力。

MongoDBについて

MongoDBは変化に対応できるよう構築されており、お客様と従業員が市場のスピードでイノベーションを起こせるよう支援しています。当社はAI時代に向けてデータプラットフォームを再定義し、ビルダーがソフトウェアで業界を創造、変革、破壊できるようにしています。市場で最も広く利用されているグローバル分散型データプラットフォームであるMongoDBの統合データプラットフォームは、組織がレガシーワークロードをモダナイズし、イノベーションを受け入れ、AIを解き放つのを支援します。当社のクラウドネイティブプラットフォームであるMongoDB Atlasは、唯一のグローバル分散型マルチクラウドデータプラットフォームであり、AWS、Google Cloud、Microsoft Azure全体で利用可能です。

世界中にオフィスを構え、Fortune 100の75%や、最も重要なアプリケーションでMongoDBに依存しているAIネイティブのスタートアップを含む67,000社以上の顧客を擁し、当社は次世代のソフトウェアを推進しています。

MongoDBにおける私たちの羅針盤は、リーダーシップへのコミットメントです。これは、私たちがどのように、そしてなぜ意思決定を行い、互いに支え合い、勝利を収めるのかを導く指針となります。これこそが、私たちMongoDBを形作るものです。

従業員の個人的な成長とビジネスへの貢献を促進するために、当社はすべての人にとって協力的で豊かな文化を育むことにコミットしています。従業員アフィニティグループから、不妊治療支援、そして寛大な育児休暇制度に至るまで、当社は従業員のウェルビーイングを大切にし、彼らのプロフェッショナルおよび個人の道のりのあらゆる段階で支援したいと考えています。MongoDBで働くことがどのようなものかについて詳しく学び、私たちが世界に影響を与えるのを手伝ってください！

MongoDBは機会均等な雇用主です。

About the role

We are looking for a visionary Country Manager to spearhead the inception and explosive growth of our Japan operations. Reporting to the SVP, APAC Sales, you will be the foundational architect and linchpin for MongoDB’s strategic expansion into this critical market. This is not just a sales role; it is a leadership mandate to build a high-performance team from the ground up, instill a culture of execution, and orchestrate a cross-functional Go-To-Market strategy that bridges sales, technical teams, and partner ecosystems. You will be the architect of our Japan success story—recruiting top talent, accelerating customer adoption of the world’s fastest-growing database, and cultivating deep, high-value relationships that define the future of software in the region.

We are looking to speak to candidates who are based in Japan for our hybrid working model.

What you will do

Architect our Japan Market Entry & Scale

Set the Strategic Vision: Define and execute the long-term GTM strategy for Japan, transforming market entry into sustainable, high-velocity ARR growth
Build a High-Performance Engine: Recruit and mentor a world-class team, fostering a culture of operational excellence, accountability, and customer-first selling
Drive Strategic Partnerships: Deepen our integration with Cloud Providers (AWS, Google Cloud, Azure) and Global Systems Integrators (GSIs), turning ecosystem partnerships into a primary engine for large-scale, enterprise modernization deals
Champion Consumption Excellence: Beyond initial bookings, drive deep technical adoption and healthy product consumption across the Atlas portfolio to secure long-term customer value

Orchestrate Cross-Functional Success

Unify the GTM Motion: Serve as the central conductor for Sales, Customer Success, and Professional Services, ensuring a seamless, frictionless customer journey from initial engagement to production deployment
Bridge Product to Market: Act as the voice of the Japanese customer, providing critical feedback to Product and Engineering to ensure our roadmap addresses the unique nuances of this market, particularly in high-security and regulated industries
Lead with Data-Driven Rigor: Partner with Marketing and BDR/SDR leadership to maintain high-signal pipeline hygiene, ensuring marketing investment aligns directly with field priorities and high-impact acquisition targets

What you will bring

Experience & Domain Expertise

20+ years of progressively senior experience in B2B software, cloud, or data platforms, with a focus on enterprise-scale GTM
Bilingual proficiency (Japanese/English) is essential for navigating local business environments, executive-level communication, and cross-functional leadership
Deep, proven expertise in Developer-led / Open Source / Product-Led Growth (PLG) motions. You understand how to engage developers as the primary entry point before expanding into enterprise-wide modernization deals
A track record of "building from the ground up" or scaling a large division in Japan, with experience in consumption-based business models
Demonstrated success navigating the Japan market landscape, including SI/Partner ecosystem engagement and cloud-native database adoption

Operational excellence

Strong command of modern sales methodologies like MEDDPICC, with evidence of implementation and inspection at scale
Ability to use data-driven insights to manage performance, forecast accuracy, and operational rigor
Proven experience designing and running operating cadences that drive consistency and predictability in a high-growth environment

Talent & Cultural Leadership

Recognised as a magnet for top talent, with a track record of hiring, developing, and retaining high-performance GTM teams in the region
Deep alignment with the MongoDB Leadership Commitment: modeling ownership, inclusion, and a "builder" mindset
Proven ability to build a highly accountable culture that balances immediate performance with long-term career development

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 75% of the Fortune 100 and AI-native startups, 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 an equal opportunities employer.

Requisition ID

2273505284

Benefits & Perks

Health & Wellness

Health Insurance

Comprehensive medical plans via Cigna (HDHP w/ HSA, EPO, PPO) and Kaiser HMO for CA employees. Deductibles run from $0 in-network on the Cigna PPO and the Kaiser HMO to $250 on the Cigna EPO and $1,700 on the HDHP for employee-only coverage, with $20 copays and 100% preventive care coverage.

Dental Insurance

Cigna dental insurance with 100% preventative coverage and an annual maximum that increases with yearly cleanings.

Vision Insurance

EyeMed vision insurance with up to $180 in annual savings on contacts and frames plus member discounts.

Life Insurance

Company-provided life insurance plus AD&D (Accidental Death & Dismemberment) coverage.

Disability Insurance

Income protection through company-provided disability insurance.

Health Savings Account (HSA)

MongoDB automatically contributes to a Health Savings Account for employees enrolled in the Cigna high-deductible health plan.

Flexible Spending Account (FSA)

Pre-tax Healthcare FSA and Dependent Care FSA for out-of-pocket medical and dependent care expenses.

Mental Health Benefits

Headspace subscription for employees and dependents; Spring Health in the US covers up to 10 therapy visits/year; Cigna Behavioral Health offers $20 in-network sessions via Headway, Talkspace, and Alma; plus an internal Mental Health First Aider program and the MongoDB Bloom wellness program.

Gender Affirming Care

Enhanced Gender Affirmation services through Cigna for US employees, covering hormone therapy, gender-affirming surgery, voice therapy, and blepharoplasty — part of the 7% of Cigna client companies offering this scope of coverage.

Pet Insurance

Pet insurance via Wagmo covering routine care, grooming, emergency, and cancer treatments, plus community discounts.

Employee Assistance Program

Confidential 24/7 EAP hotline with 3 free counseling sessions per issue, plus referrals for family support, legal advice, and fitness.

Wellness Programs

MongoDB Bloom delivers monthly holistic wellness initiatives covering stress, nutrition, sleep, and mindfulness, alongside virtual and on-site fitness classes, meditation sessions, and wellness workshops.

Fitness Stipend

Gympass membership available, plus on-site gym facilities and on-site fitness classes at hub offices.

Financial

401(k) / Retirement Plan

401(k) plan for US employees, with pension and retirement programs available across other regions.

Equity / RSUs

RSU grants with 4-year vesting: 25% annual cliff at year 1, then 6.25% quarterly through years 2-4.

Employee Stock Purchase Plan

ESPP allows contributions up to 15% of base salary with a 15% discount on the purchase price of stock.

Performance Bonus

Performance bonuses are offered as part of total compensation, with most employees receiving an annual bonus.

Time Off

Unlimited PTO

Flexible PTO policy applied globally and based on mutual trust between employee and manager; non-US regions have competitive time-off equivalents.

Paid Holidays

11 paid US holidays including New Year, MLK Day, Presidents Day, Memorial Day, Juneteenth, Independence Day, Labor Day, Thanksgiving (and the day after), Christmas Eve, and Christmas.

Sick Days

Paid sick time available separate from the flexible PTO program.

Flexible Schedule

Family & Care

Parental Leave

20 weeks of fully paid gender-neutral parental leave (birth, adoption, or foster) plus an additional 4 weeks of fully paid flexible work arrangement to ease return-to-work, after 1 year of tenure.

Fertility Benefits

Carrot covers IVF, genetic testing, egg freezing, donor eggs/sperm, surrogacy, and adoption with no infertility diagnosis required and no age, sexual orientation, gender identity, or marital status restrictions. Reimbursement of 90% of expenses up to $50,000 USD lifetime in the US (equivalent of $20,000 USD lifetime for non-US employees).

Adoption Leave

Adoptive parents receive the same 20 weeks of fully paid leave as birth parents under the gender-neutral parental leave policy, plus Carrot adoption financial assistance.

Professional Growth

Mentorship Program

Internal mentor and buddy program operating cross-departmentally, plus the MentorHER program for women in tech.

Learning & Development Budget

New-hire technical training across Atlas, Server, Drivers, and Cloud Services; on-demand professional skills development; regional GTM bootcamps; and leadership development programs for managers and emerging leaders.

Conference Attendance

Job training and conference attendance support, plus internal Lunch and Learns.

Culture & Perks

Employee Resource Groups

13 active ERGs: BEAM, Config.MDB (neurodiversity/disability), Green Team (sustainability), MDBWomen, MongoDB_API (AAPI), Queer Collective, Queeries, QueLatine, MDBWomen in Sales, UGT (underrepresented genders in tech), Veterans, Mindful at MongoDB, and Caregivers.

Charity Matching

Bright Funds platform offers access to 300,000+ vetted charities; MongoDB covers transaction fees on employee donations.

Employee Recognition Awards

Established employee awards program honoring contributions and impact.

Frequently Asked Questions

Can I work fully remotely at MongoDB?

MongoDB assigns one of four working models per role: In-Office, Flexible, Fully Remote, or Customer-Facing Remote, so remote eligibility is role-specific rather than company-wide. Most current openings are hybrid: of roughly 400 active roles, only about 27 are fully remote. Confirm the working model on the specific job before applying.

Which locations does MongoDB hire in?

MongoDB has offices in more than a dozen cities, including New York (its headquarters), San Francisco, Palo Alto, Austin, London, Paris, Barcelona, Milan, Dublin, Sydney, Singapore, Seoul, Gurugram, Mexico City, and Sao Paulo. Active hiring spans more than 20 countries, concentrated in New York, Dublin, and Gurugram.

How does MongoDB handle compensation and equity?

Compensation is geo-based, calibrated to the local market for each role. Equity is granted as RSUs that vest over four years (25% after the first year, then 6.25% each quarter), and employees can buy shares through an Employee Stock Purchase Plan at a 15% discount. Median total compensation sits around 217K USD.

What benefits does MongoDB offer?

Alongside medical, dental, and vision coverage, MongoDB offers unlimited PTO, paid parental leave for all caregiver designations, fertility, adoption, and gender-affirming care support, FSA and HSA options, and a learning-and-development budget with defined IC and management career pathways. Wellness perks are quantified at roughly 7,493 USD per year.

What is the work pace like at MongoDB?

MongoDB is candid about intensity. Work-life balance is a recognized weak spot, with around half of employees reporting burnout, and the cadence is widely described as fast or extremely fast. It tends to suit people who thrive on high-growth momentum more than those seeking a steadier rhythm.

Who thrives at MongoDB?

MongoDB fits developers and go-to-market professionals who want to work on a database platform at public-company scale with a broad, self-built product surface spanning Atlas, Vector Search, Stream Processing, Compass, and Charts. Sales roles see top-quartile quota attainment, and professional development ranks among the strongest in software.