Director, Support (EMEA)

POSITION DETAILS The Role  As Sales Director, you will play a central role in expanding Firely’s commercial footprint across the Americas. Partnering closely with the SVP of Growth, you will drive enterprise revenue growth, develop strategic market positioning, and build lasting relationships across the healthcare interoperability ecosystem.  This is a market-building leadership role, not a predefined territory sales position. You will combine strategic vision with hands-on execution while owning enterprise opportunities end-to-end.   Your focus will be on organizations implementing FHIR for interoperability, regulatory compliance, and advanced use of structured healthcare data. Key segments include payers, care providers, health technology vendors, value-based care organizations, data analytics companies, and government healthcare entities.  You will represent Firely by guiding organizations in adopting FHIR-based architectures, API enablement strategies, digital quality measures, and scalable interoperability frameworks.  Key Responsibilities  * Drive enterprise revenue growth across the Americas, owning complex sales engagements from market development through multi-year contract execution and account expansion  * Identify, develop, and close strategic opportunities within FHIR-driven markets, positioning Firely as a trusted interoperability partner  * Engage senior technical stakeholders (CIOs, CTOs, product leaders, interoperability executives) in strategic conversations around healthcare data architecture, standards adoption, API strategy, compliance requirements, and digital quality measurement  * Structure and negotiate enterprise agreements, including pricing strategy, commercial governance, and long-term partnership models  * Build and expand strategic partnerships that strengthen Firely’s presence within the US digital health and interoperability ecosystem  * Represent Firely as a visible market leader through industry events, thought leadership, ecosystem engagement, and active participation in the FHIR community  * Collaborate cross-functionally with product, consulting, and marketing teams to align customer needs with solution capabilities and long-term product strategy  * Contribute to defining Firely’s enterprise sales strategy, operating model, and go-to-market approach as we scale in the Americas  What We Are Looking For  * 7–10 years of progressive enterprise business development or commercial leadership experience within a technical B2B environment  * Familiary with the US healthcare ecosystem, including procurement dynamics, regulatory drivers, and complex stakeholder environments (experience with interoperability and FHIR strongly preferred)  * Proven track record of originating and closing complex enterprise deals in the $100K–$1M range  * Demonstrated success navigating long, multi-stakeholder sales cycles involving both executive and technical decision-makers  * Strong commercial hunter mindset with the ability to independently build pipeline in an evolving market  * Equally capable of driving long-term account growth, commercial governance, and strategic relationship expansion  * Experience owning the full commercial lifecycle, from opportunity qualification and solution positioning to pricing strategy, contract negotiation, and post-sale commercial stewardship  * Ability to engage credibly at C-level and senior technical levels  * Comfortable operating with high autonomy and accountability in a scale-up environment  * Collaborative mindset and ability to work effectively across international, cross-functional teams  * Willingness to travel up to 20% as needed  * Resident of the United States  * Spanish language skills are a plus  Who You Are  * A commercial leader who thrives in building markets and shaping growth strategy  * Entrepreneurial and proactive — you create momentum rather than wait for it  * Commercially disciplined with strong operational follow-through  * Energized by influencing enterprise transformation in healthcare data and interoperability  * Motivated by ownership, visibility, and the opportunity to shape Firely’s long-term success in the Americas    Benefits We Offer  * Fully remote working environment  * Annual base of range ($120K - $130K) + performance-based commission structure * 401(k), health and medical benefits, life and disability insurance  * 22 vacation days  * Annual learning & development budget  * Home office budget  Our Culture  This is a rare opportunity to help shape Firely’s commercial presence in the Americas at a pivotal stage of growth. You will have meaningful influence over how markets are developed, how partnerships are structured, and how we scale.  Firely is a mission-driven, collaborative organization with short communication lines and accessible leadership. You will operate in the U.S. market while representing a Dutch company — combining the ambition and pace of American healthcare technology with the directness, quality focus, and pragmatic culture of Europe.  Although our U.S. team operates remotely, connection matters. Our U.S. team gathers annually for in-person collaboration and strategy, and you will also travel each year to our headquarters in Amsterdam for company-wide connection, alignment, and team building.  You will join an international team that values ownership, clarity, integrity, and mutual support — working together to advance the future of healthcare interoperability. Important notice regarding this vacancy: This search is being conducted exclusively by our recruitment partner VDB Executive Search. If you are interested in this position, please contact VDB Executive Search directly at florence@vdbsearch.com. Applications or enquiries received through other channels will be forwarded to VDB for follow-up.

THE ROLE We are seeking a Vice President, Solutions Architecture – EMEA to lead a large, high-performing regional pre-sales organization of approximately 130 solutions architects and people leaders. Reporting to the SVP, Global Solutions Architecture, this executive will 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 across the region. This leader will also be a transformation agent for the function — elevating the role of Solutions Architecture as a driver of the consumption motion, grounded in clear accountability, execution rigor, and demonstrated customer value realization. WHAT YOU'LL DO * Own the regional pre-sales strategy. Define and execute the vision for Solutions Architecture across EMEA, aligning technical strategy to the region's pre-sales priorities and driving new customer acquisition, expansion, and technical win strategies that accelerate post-close consumption growth * Drive the team's transformation to take a prime role in the consumption motion. Evolve Solutions Architecture from a technical validation function into a primary driver of consumption growth, built on clear accountability, execution rigor, and demonstrated customer value realization * Lead a large, distributed team. Manage and scale a ~130-person organization of solutions architecture leaders and practitioners across EMEA's countries and sub-regions, building the operating rhythm, capacity planning, and leadership bench required to sustain growth * Partner tightly with EMEA Sales leadership. 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. Represent MongoDB as a trusted advisor in strategic customer conversations, executive briefings, and Customer Advisory Board engagements, leading architecture discussions focused on AI-native and modernization use cases * Build and develop leadership talent. 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 * Drive consistency in methodology and execution. Champion global best practices in value-based technical discovery, strategic POC engagements, and reference architectures, adapting them to EMEA's regional and cultural nuances to increase win rates and deal velocity * Collaborate cross-functionally with Product, Marketing, and the global Solutions Architecture leadership team, feeding regional customer and market insight into roadmap and GTM decisions. * Ensure seamless pre- to post-sales handoff. Partner with Professional Services and Customer Success leadership across EMEA to ensure unified, consistent customer experiences throughout the lifecycle. * Own regional budget and resourcing decisions for the Solutions Architecture function, prioritizing investments that maximize pre-sales impact and long-term revenue growth across the region WHAT YOU'LL BRING * 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, with a 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), with a 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 — shifting team focus, metrics, and operating discipline toward proactive accountability and measurable customer value realization, particularly in consumption-based environments * Demonstrated ability to win complex, AI-native, and modernization workloads at the enterprise level, with 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; additional European language proficiency is an advantage given the breadth of the region * Willingness to travel extensively across EMEA to support customers, teams, and events 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 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: 2273491684