MongoDB Global VP: Why Everything You Know About Enterprise Sales Is Wrong in 2026

In this episode of Hunters & Unicorns, hosts Simon Kouttis and Ollie Kuehne sit down with Olivier Zieleniecki, Global Vice President of Partners at MongoDB, to discuss why the future of enterprise sales will be built around partnerships, ecosystems, and AI.

As cloud marketplaces, hyperscalers, and AI continue reshaping how software is bought and sold, Olivier explains why traditional sales frameworks are no longer enough on their own. The next generation of sales leaders must learn how to leverage partner ecosystems, build strategic alliances, and create value beyond a single product or transaction. Drawing on nearly 20 years of enterprise software experience, Olivier shares how MongoDB scaled through partner-led growth, why partnerships are becoming a force multiplier for revenue, and what future CROs need to master to stay relevant in the AI era.

In this episode:

• How AI is changing enterprise sales

• Why partnerships are becoming critical to growth

• The evolution of partner-led revenue

• How hyperscalers changed software buying

• What great enterprise sellers do differently

• Why future CROs must understand ecosystems

• Strategic partnerships vs transactional selling

• Building long-term customer value in the AI era

• The future of software go-to-market