Director of Sales Strategy & Planning

MongoDB Inc.; San Francisco (CA); On-site; USD 180,000 - 240,000; Full time

Job summary

MongoDB Inc. in San Francisco is seeking a Director of Sales Strategy & Planning to drive growth and institutionalize rigor across planning, forecasting, and performance management.

You will partner with senior sales leaders and build a high-performing team to translate strategy into execution. You will own the operating rhythm, lead major planning cycles, and deliver actionable insights that inform budget, territory design, and productivity initiatives.

Qualifications

• Proven experience leading and developing teams.
• Track record as a business partner to senior sales or GTM leaders in a high-velocity environment.
• 10+ years of experience in Sales Strategy, Sales Operations, Analytics, or related strategic roles.

Responsibilities

• Lead and develop a Strategy & Planning team; set priorities and operating cadence.
• Own the operating rhythm: planning, forecasting, QBRs/MBRs, performance reviews.
• Partner with Finance, Sales Ops, Analytics, Marketing to align assumptions and timelines.

Skills

Leadership

Strategic thinking

Communication

Data-driven

Cross-functional collaboration

Tools

Salesforce

BI tools

Job description

• 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

Proven experience leading and developing teams, including managers or senior individual contributorsTrack record as a business partner to senior sales or GTM leaders, ideally in a high-velocity, volume-oriented segment such as Mid-Market or Commercial10+ years of experience in Sales Strategy, Sales Operations, Consulting, Analytics, Finance, or a similar strategic business role [confirm years for Director band]Experience in a fast-paced, high-growth software environment; consumption or cloud business models a plusExperience owning forecasting, annual planning, territory or capacity design, and business review cyclesAdvanced proficiency with data and spreadsheets; familiarity with Salesforce and BI tools is helpfulYou know what makes sales teams thrive and can connect strategy, operations, and execution in a practical wayYou are an excellent communicator who moves between analytical detail and executive-level storytellingYou have a strong bias for action and ownership, and are known for making things happen, not just tracking themYou are comfortable challenging assumptions, surfacing risks, and influencing decisions with data and judgmentYou are a strong people leader who builds high-performing, engaged teamsSuccess 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 goalsYou thrive in ambiguity and can turn loose problem statements into structured plans and outcomes