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About the Role

MongoDB is seeking a Senior Director to provide global program leadership for strategic global accounts and lead program management for AI, Digital Native, and Acquisition account segments. This role is critical for aligning sales strategy, revenue operations, and go-to-market execution, acting as a key liaison between sales leadership and corporate functions to ensure consistent coverage and growth strategies for high-priority accounts and segments.

Responsibilities

Own the end-to-end operating cadence for the PoD program covering MongoDB's most strategic global accounts.
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 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.
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.

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.
Experience supporting AI/ML or digital-native customer segments and/or M&A integration/account transition programs.
Comfortable working with CRM (Salesforce), BI/analytics tools, and sales planning/quota systems.
Experience partnering with Sales Ops/Finance on territory and quota design.

Skills

Strong quantitative and analytical skills
Ability to build and scale programs from ambiguity
Excellent executive presence and communication skills
Strong cross-functional influence skills
Experience with sales methodology, account planning frameworks, and GTM playbook design

Location

Austin
New York
San Francisco

Work Type

Full-time

Experience Level

Senior Director
10+ years

Education Level

Bachelor's degree required
MBA or equivalent advanced degree preferred

Salary/Compensations

$190,000—$190,000 USD

Benefits

Equity
Participation in the employee stock purchase program
Flexible paid time off
20 weeks fully-paid gender-neutral parental leave
Fertility and adoption assistance
401(k) plan
Mental health counseling
Access to transgender-inclusive health insurance coverage
Health benefits offerings

About the Company

MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market.
We have redefined the data platform for the AI era, enabling builders to create, transform, and disrupt industries with software.
MongoDB’s unified data platform, the most widely available, globally distributed data platform on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI.
Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud data platform and is available across AWS, Google Cloud, and Microsoft Azure.
With offices worldwide and over 67,000 customers, including 75% of the Fortune 100 and AI-native startups, relying on MongoDB for their most important applications, we’re powering the next era of software.
Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win.
To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone.
From employee affinity groups, to fertility assistance and a generous parental leave policy, we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys.

Equal Opportunity

MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process.
MongoDB, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.