Luke Cheshire-Middleton

Examiner
DISC Type : cs

Regional Director - Enterprise at MongoDB

United Kingdom

Overview

Luke is the Regional Director and Head of Retail at MongoDB, where he leads a team of enterprise account executives. His career demonstrates a clear progression in enterprise sales at companies including Salesforce and Fireblocks. He holds a BA (Hons) from the University of Portsmouth and is described by colleagues as "highly motivated" and "target driven".

Beyond his core sales leadership role, Luke has a demonstrated interest in emerging financial technologies. This is highlighted by his previous work at the cryptocurrency platform Fireblocks and his completion of a Blockchain & Fintech certificate from The University of Hong Kong.

He has experience in the digital asset and cryptocurrency security space from his time at Fireblocks.

Personality Overview

Late Adopter

Overcautious

Process Oriented

They do not like taking risks at all and go for proven options in the end.  The only way to convince them is by showing them examples and ample proof. Being observant comes to them naturally.

Topics They Care About

Retail Technology
As the Head of Retail at MongoDB, he spearheads sales strategy for major clients within the retail vertical, driving significant growth.
Team Leadership
He explicitly states a passion for coaching and developing his team of account executives to help them achieve their career goals.
Enterprise Sales
His career at MongoDB and Salesforce has focused on cultivating C-level relationships and scaling large enterprise accounts into key global partners.

Media Appearances

Luke has no verified media appearances

Work History

2-2025
Regional Director - Enterprise at MongoDB
11-2024 - 1-2025
Senior Enterprise Account Executive at MongoDB
9-2023 - 10-2024
Enterprise Account Executive at MongoDB
2-2022 - 4-2023
Enterprise Account Executive - EMEA at Fireblocks
10-2020 - 2-2022
Senior Enterprise Account Executive - AWS at Cloudreach

Education

BA (Hons) from University of Portsmouth
1-2021 - 2-2021
Blockchain & Fintech - Basics from The University of Hong Kong

More Information

Social Presence :

Prographics :

Exp : 15 Location : United Kingdom Job Level : Mid-senior Designation : Regional Director - Enterprise at MongoDB
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Insights For Selling To Luke

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Luke is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Luke

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Luke move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Luke take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Luke

Personality Compatibility


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