We are seeking a Senior Vice President of Global Sales Strategy, Planning & Operations to serve as the strategic backbone of our global sales organization. This leader will own the design and execution of go-to-market strategy, sales planning, and day-to-day sales operations - including leadership of our Sales Acceleration function - for a business built on a consumption-based revenue model. The ideal candidate combines analytical rigor with operational excellence and the cross-functional influence to align Sales, Finance, Product, and HR around a shared growth strategy.
We are looking to speak to candidates who are based in NYC, San Francisco, or Palo Alto for our hybrid working model.
What You'll DoStrategy & Planning
- Own the annual and ongoing global sales strategy, planning, and forecasting cycle, tailored to a consumption-based revenue model
- Lead territory design, segmentation, and account coverage models to maximize market penetration and rep productivity
- Partner with Finance on revenue modeling, capacity planning, and long-range forecasting tied to consumption trends
Sales Acceleration
- Build and run a global Sales Acceleration function to drive pipeline velocity, deal execution, and rep ramp/productivity
- Own Sales Acceleration's role in bringing new products to market at scale - partnering with the broader GTM organization to build repeatable launch playbooks, enablement, and readiness programs that get reps productive on new offerings quickly
- Design scalable frameworks for new product introduction (NPI) that can flex across regions, segments, and rep populations without re-inventing process per launch
- Identify and remove friction in the sales cycle through tooling, process redesign, and enablement programs
- Establish metrics and feedback loops to continuously improve acceleration program ROI, including time-to-productivity for new product launches
Compensation & Quota
- Design and administer global sales compensation plans and incentive structures aligned to consumption-based growth metrics
- Own quota setting methodology, ensuring quotas are fair, achievable, and aligned to business targets, including incorporating new product contributions
- Partner with HR and Finance on compensation governance, approvals, and plan changes
Operations & Systems
- Lead global sales operations, including CRM/tooling strategy, data integrity, reporting, and process standardization
- Build scalable operating rhythms (QBRs, forecast calls, pipeline reviews) across global regions
- Drive modeling and analytics that give leadership real-time visibility into pipeline health, consumption trends, new product adoption, and revenue risk
Cross-Functional Leadership
- Serve as the primary sales-side partner to Finance, Product, and HR on planning, resourcing, and compensation matters
- Represent Sales in the GTM organization shaping product strategy, pricing, packaging, and launch timing for new products in a consumption model
- Build and lead a high-performing global team, managing resources across multiple regions/time zones
What You'll Bring- 10+ years of experience in sales strategy, sales operations, or revenue operations leadership roles, ideally within a consumption/usage-based business model
- Proven track record designing compensation plans, quota models, and territory/segmentation strategy at global scale
- Strong financial and analytical acumen; experience partnering directly with Finance on forecasting and modeling
- Experience building or scaling a Sales Acceleration or sales enablement function, including launching new products through a GTM organization at scale
- Demonstrated success leading global, distributed teams and driving cross-functional alignment with Product and HR
- Excellent executive communication and stakeholder management skills
- Bachelor's degree required; MBA or equivalent preferred
MongoDB's base salary range for this role in the U.S. is:
$168,000-$330,000 USD
