MongoDB is seeking a Senior Director to provide global program leadership across our PoD Program - the operating model supporting our most strategic global accounts, including Bank of America, JPMorgan Chase, UnitedHealth Group, and Adobe - 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.
We are interested in speaking with candidates who are based out of Austin, New York, and San Francisco
Role ResponsibilitiesStrategic Account Program Leadership (PoD)
- 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
Segmentation
- 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
Whitespace Analysis
- 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
Best Practice Sharing
- 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
Sales Plays
- 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
Cross-Functional Alignment
- 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
TAM Analysis & Quota Sizing
- 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
Global AI, Digital Native & Acquisition Program Management
- 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
RequirementsExperience
- 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
Skills
- 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
Tools & Data Fluency
- Comfortable working with CRM (Salesforce), BI/analytics tools, and sales planning/quota systems
- Experience partnering with Sales Ops/Finance on territory and quota design
Education
- Bachelor's degree required; MBA or equivalent advanced degree preferred
MongoDB's base salary range for this role in the U.S. is:
$190,000-$190,000 USD
