Senior Director, Global AI Native & POD Program

MongoDB•Austin, NY

About The Position

MongoDB is seeking a Senior Director to provide global program leadership across our PoD Program — the operating model supporting our most strategic global accounts — as well as to lead global program management for our AI, Digital Native, and Acquisition account segments. This is a highly cross-functional, strategic role at the intersection of sales strategy, revenue operations, and go-to-market execution. The ideal candidate is a systems thinker who can architect scalable program frameworks, translate data into actionable whitespace and account strategy, and align Product, Services, Sales, and Partner organizations around a shared playbook for growth in our highest-priority accounts and fastest-growing segments. You will operate as the connective tissue between field sales leadership, account teams, and corporate functions — ensuring our most important customers and our highest-growth segments receive consistent, best-in-class coverage models, sizing, and go-to-market motions.

Requirements

10+ years of experience in sales strategy, revenue operations, program/product management, or management consulting, ideally within enterprise software or cloud/data infrastructure
Proven experience designing and running global account-based programs for strategic/named accounts (Fortune 100/Global 2000 experience strongly preferred)
Experience working with or supporting financial services, healthcare, or other regulated enterprise verticals is a plus given the current PoD account mix
Experience supporting AI/ML or digital-native customer segments and/or M&A integration/account transition programs
Strong quantitative and analytical skills — comfortable owning TAM/SAM modeling, segmentation analytics, and quota/capacity sizing
Demonstrated ability to build and scale programs from ambiguity — this is a builder role, not just a maintainer role
Excellent executive presence and communication skills; able to represent the program to C-suite and field leadership alike
Strong cross-functional influence skills — ability to align Product, Services, Sales, and Partner leaders without direct authority
Experience with sales methodology, account planning frameworks, and GTM playbook design
Comfortable working with CRM (Salesforce), BI/analytics tools, and sales planning/quota systems
Experience partnering with Sales Ops/Finance on territory and quota design
Bachelor's degree required

Nice To Haves

MBA or equivalent advanced degree preferred

Responsibilities

Own the end-to-end operating cadence for the PoD program covering MongoDB's most strategic global accounts (e.g., Bank of America, JPMC, UnitedHealth, Adobe)
Partner with global account leaders to ensure consistent program governance, executive reporting, and cross-regional alignment
Serve as the central point of coordination for account planning cycles, QBRs, and executive engagement across PoD accounts
Design and continuously refine global account segmentation frameworks across strategic, AI/Digital Native, and Acquisition accounts
Ensure segmentation logic reflects growth potential, product fit, and strategic value, and is consistently applied across regions
Build repeatable whitespace analysis methodologies to identify expansion opportunities within existing accounts and adjacent buying centers
Partner with sales and analytics teams to operationalize whitespace insights into account plans and territory design
Establish mechanisms (playbooks, communities of practice, enablement forums) to capture and scale best practices from top-performing account teams globally
Drive knowledge-sharing loops between strategic account teams, AI/Digital Native teams, and Acquisition sales
Design and launch targeted sales plays aligned to product launches, industry motions, and segment-specific opportunities (e.g., AI workloads, digital-native growth patterns, net-new acquisition)
Partner with Product Marketing and Sales Enablement to ensure plays are field-ready, measurable, and iterated based on performance data
Serve as the primary program owner aligning Product, Services, Sales, and Partner organizations around strategic account and segment priorities
Facilitate structured forums to ensure product roadmap, services capacity, partner ecosystem strategy, and sales motion are synchronized
Lead global TAM/SAM analysis to inform investment prioritization across strategic accounts and growth segments
Partner with Sales Finance and Sales Operations on quota sizing methodologies to ensure targets are data-driven, equitable, and aligned to market opportunity
Provide program management discipline for go-to-market motions targeting AI-native and digital-native companies, as well as newly acquired accounts
Ensure these segments benefit from the same rigor of segmentation, whitespace analysis, and playbook development as the strategic PoD accounts