Principal Analyst, GTM Operations

MongoDB•Boston, MA

18h•Hybrid

About The Position

We are looking for a detail-oriented, strategic, and outcomes-driven Principal Analyst to join our GTM Operations team, supporting processes and systems across our global go-to-market (GTM) organization — including Customer Success, Sales, and other customer-facing teams. You will act as a senior thought partner to GTM leadership, owning complex, cross-functional initiatives that improve operational efficiency, drive data-informed decision making, and scale our customer lifecycle processes globally. This role requires the ability to influence senior stakeholders across functions and regions, navigate ambiguity, and turn strategy into measurable business impact. We are looking to speak to candidates who are based in the United States for our hybrid or remote working models.

Requirements

Bachelor’s Degree in Business, Economics, Finance, Computer Science, or a related field
7+ years of work experience in GTM Operations, Revenue Operations, Sales Operations, Customer Success Operations, Business Operations, or a related field
Demonstrated ability to solve complex, ambiguous problems end-to-end — from framing and analysis through recommendation, execution, and measurement
Proven track record of designing and scaling GTM processes and driving measurable process and productivity improvements for a global GTM organization
Experience leading cross-functional projects and programs with multiple senior stakeholders, with a strong ability to influence without direct authority
Excellent communication skills, including the ability to synthesize complex concepts into clear narratives and influence both business and technical stakeholders, including senior leaders
Deep experience with CRM systems, particularly Salesforce, and familiarity with GTM tooling
Strong organizational skills and the ability to manage multiple, competing priorities in a fast-paced, globally distributed organization
A proactive, ownership-minded approach and the ability to operate with a high degree of autonomy and accountability for outcomes

Nice To Haves

Experience in a consumption/pay-as-you-go business model is a plus

Responsibilities

Partner with senior leaders across Customer Success, Sales, and other GTM teams to design, optimize, and scale core processes across the customer lifecycle, including customer engagement, renewals, and account management workflows
Own the strategy, design, and continuous improvement of global operational processes, ensuring scalability, consistency, and alignment to GTM and company priorities across regions
Translate ambiguous business problems into clear operational and technical requirements, working closely with CRM Engineering and GTM Systems teams to deliver high-impact system and tooling improvements
Drive material improvements in activity tracking, customer health signals, lifecycle workflows, and other key operational insights to enable better customer engagement, planning, and outcomes
Define, instrument, and monitor key performance indicators and operational metrics to evaluate GTM initiatives and provide clear, data-driven recommendations to leadership
Lead complex, cross-functional programs from problem definition through execution, including roadmap ownership, stakeholder alignment, risk management, and executive updates
Establish and maintain governance frameworks, operating cadences, and documentation to ensure process clarity, adoption, and continuous improvement across global GTM teams
Proactively identify operational gaps and inefficiencies, quantify impact, and propose data-driven solutions that improve GTM productivity, customer outcomes, and revenue performance
Serve as a mentor and senior partner within the GTM Operations team, helping raise the bar on process design, execution, and cross-functional collaboration
Bring forward new ideas, tools, and best practices that improve how we scale GTM operations globally