Director, Sales Operations

MongoDB•San Francisco, CA

About The Position

The database market is massive and MongoDB is at the head of its disruption. The MongoDB community is transforming industries and empowering developers to build amazing apps that people use every day. We are the leading modern data platform and the first database provider to IPO in over 20 years. Join our team and be at the forefront of innovation and creativity. We are looking for a Director, Sales Strategy & Planning to support MongoDB’s growth. This role sits within our global Sales Strategy & Planning organization and serves as a critical business partner to senior sales leadership, helping our field teams move faster, operate with more rigor, and unlock growth. You will be the strategic thought partner and operational counterpart to sales leadership, and you will lead and develop a team of Strategy & Planning professionals. You will own the operating rhythm of the business and translate strategy into execution across planning, performance management, forecasting, sales productivity, and high-priority initiatives.

Requirements

10+ years of experience in Sales Strategy, Sales Operations, Consulting, Analytics, Finance, or a similar strategic business role
Proven experience leading and developing teams, including managers or senior individual contributors
Track record as a business partner to senior sales or GTM leaders, ideally in a high-velocity, volume-oriented segment such as Mid-Market or Commercial
Experience owning forecasting, annual planning, territory or capacity design, and business review cycles
Experience in a fast-paced, high-growth software environment; consumption or cloud business models a plus
Advanced proficiency with data and spreadsheets; familiarity with Salesforce and BI tools is helpful

Nice To Haves

You know what makes sales teams thrive and can connect strategy, operations, and execution in a practical way
You are an excellent communicator who moves between analytical detail and executive-level storytelling
You are comfortable challenging assumptions, surfacing risks, and influencing decisions with data and judgment
You thrive in ambiguity and can turn loose problem statements into structured plans and outcomes
You have a strong bias for action and ownership, and are known for making things happen, not just tracking them
You are a strong people leader who builds high-performing, engaged teams

Responsibilities

Serve as the primary Strategy & Planning business partner to senior sales leadership, shaping priorities, driving decisions, and ensuring execution against the business's most important goals
Lead, coach, and develop a team of Strategy & Planning professionals, setting priorities and creating a high-accountability, high-trust team environment
Own the analytical rhythm of the business, including QBRs, MBRs, deep dives, leadership reviews, and performance readouts
Drive annual and quarterly planning, including segmentation, territory and coverage design, capacity and headcount planning, productivity analysis, and budget partnership.
Own forecast rigor for the business in partnership with the central forecasting team, and deliver a clear, accurate weekly view of risk and upside
Partner cross-functionally with Finance, Sales Operations, Analytics, Compensation, Marketing, and other GTM stakeholders to align assumptions, timelines, and operating mechanisms
Turn complex data and business signals into clear narratives and actionable recommendations for senior leaders
Identify process gaps, organizational friction, and scaling opportunities, then design and implement pragmatic solutions