Director of Sales Strategy & Planning, MongoDB
Modern data platform
Be an early applicant
Modern data platform
1001+ employees
Be an early applicant
1001+ employees
Company mission
To empower innovators to create, transform, and disrupt industries by unleashing the power of software and data.
Role
Who you are
- 10+ years of experience in Sales Strategy, Sales Operations, Consulting, Analytics, Finance, or a similar strategic business role [confirm years for Director band]
- Proven experience leading and developing teams, including managers or senior individual contributors
- Track record as a business partner to senior sales or GTM leaders, ideally in a high-velocity, volume-oriented segment such as Mid-Market or Commercial
- Experience owning forecasting, annual planning, territory or capacity design, and business review cycles
- Experience in a fast-paced, high-growth software environment; consumption or cloud business models a plus
- You know what makes sales teams thrive and can connect strategy, operations, and execution in a practical way
- You are an excellent communicator who moves between analytical detail and executive-level storytelling
- You are comfortable challenging assumptions, surfacing risks, and influencing decisions with data and judgment
- You thrive in ambiguity and can turn loose problem statements into structured plans and outcomes
- You have a strong bias for action and ownership, and are known for making things happen, not just tracking them
- You are a strong people leader who builds high-performing, engaged teams
- Advanced proficiency with data and spreadsheets; familiarity with Salesforce and BI tools is helpful
- Success in this role means building a strong Strategy & Planning team, strengthening the decision-making capacity of sales leadership, and ensuring the business has the operating discipline, insights, and execution support needed to deliver against its goals
What the job involves
- We are looking for a Director, Sales Strategy & Planning to support MongoDB’s growth
- This role sits within our global Sales Strategy & Planning organization and serves as a critical business partner to senior sales leadership, helping our field teams move faster, operate with more rigor, and unlock growth
- You will be the strategic thought partner and operational counterpart to sales leadership, and you will lead and develop a team of Strategy & Planning professionals
- You will own the operating rhythm of the business and translate strategy into execution across planning, performance management, forecasting, sales productivity, and high-priority initiatives
- Serve as the primary Strategy & Planning business partner to senior sales leadership, shaping priorities, driving decisions, and ensuring execution against the business's most important goals
- Lead, coach, and develop a team of Strategy & Planning professionals, setting priorities and creating a high-accountability, high-trust team environment
- Own the analytical rhythm of the business, including QBRs, MBRs, deep dives, leadership reviews, and performance readouts
- Drive annual and quarterly planning, including segmentation, territory and coverage design, capacity and headcount planning, productivity analysis, and budget partnership
- Own forecast rigor for the business in partnership with the central forecasting team, and deliver a clear, accurate weekly view of risk and upside
- Partner cross-functionally with Finance, Sales Operations, Analytics, Compensation, Marketing, and other GTM stakeholders to align assumptions, timelines, and operating mechanisms
- Turn complex data and business signals into clear narratives and actionable recommendations for senior leaders
- Identify process gaps, organizational friction, and scaling opportunities, then design and implement pragmatic solutions
- Act as a trusted advisor to sales leadership on business performance, growth opportunities, coverage model effectiveness, and execution risk
- Bring structure and clarity to ambiguous business questions and convert them into practical action plans
- Support leadership forums with high-quality agendas, pre-reads, analyses, and follow-through
- Manage, coach, and develop Strategy & Planning professionals, including career development and raising the bar on analytical quality
- Set clear priorities and operating expectations across recurring cadences and strategic projects
- Ensure the team operates as an integrated extension of the sales leadership team rather than a separate support function
- Lead the planning calendar across annual planning, quarterly reviews, budget checkpoints, and leadership reviews
- Drive end-to-end execution of major planning workstreams with strong cross-functional coordination and timely decisions
- Standardize templates, definitions, and business review materials with the global Strategy & Planning team where consistency improves execution
- Build analyses that connect business performance to actions on coverage, segmentation, productivity, investment, and organizational design
- Partner with Finance and Analytics to develop simple, executive-ready views of performance and tradeoffs
- Pilot and operationalize new programs and process improvements that improve sales productivity and business results
Our take
MongoDB is an open-source, cross-platform, document-oriented database system. It stores data as JSON-like documents and is written in C++, Go, JavaScript and Python.
Essentially, the company develops tools and blueprints to help businesses and organizations modernize their legacy applications, migrating them to the MongoDB database and the MongoDB Atlas cloud database. With this initiative, MongoDB is particularly taking aim at Oracle customers with ageing applications running on the Oracle relational database system.
Since its release, MongoDB has become one of the most popularly used NoSQL database systems due to its ease of use and efficiency. It is also the fastest-growing database ecosystem, and boasts hundreds of millions of downloads. Recently, the company announced a partnership with Patronus AI, an automated evaluation and security platform, through which it will bring automated LLM evaluation and testing capabilities to enterprise customers.
Freddie
Company Specialist at Welcome to the Jungle
Insights
13% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Jan 2015
$80m
SERIES G
Oct 2013
$150m
SERIES F
Total funding: $311.1m
Company HQ
Theater District, New York, NY
Leadership
Dwight Merriman
(Co-Founder)Previously CTO and Co-founder at DoubleClick for 10 years, and Chairman at AlleyCorp for 15 years.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 157 more jobs at MongoDB