Extreme micro managing in the sales org. Upper layers of sales management do not respect the RSM role, as a rep your direct boss is a puppet who can't effect any change or make any decisions on their own. "Sales/pipeline generation process" is more rewarded than actual results, they keep and love people who follow their process to a T, but have poor numbers. The churn policy is the worst in SW sales right now. You get docked -11% on your commission for not bringing a renewal in, even if it is an account you are taking over from a previous rep. Problem is, Mongo waited to long to build an enterprise product that corporations would use, so there is significant churn. These companies that signed up for support a while ago are not renewing, because they have figured out how to do all the "cool things" that are in MongoDB Enterprise Advanced. Sales management are good from a sales perspective, but they are are poor in regular areas of life. You start to look at these guys and understand, they have nothing in their life but work, it's a pretty sad scenario. They assume all their reps have no life as well, but indeed they do.
