Director, Sales Operations

MongoDB Inc.; San Francisco (CA); On-site; USD 250,000 - 350,000; Full time

Job summary

MongoDB Inc. in San Francisco seeks a Director of Sales Strategy & Planning to partner with senior sales leadership and drive companywide planning, performance, and productivity initiatives.

You will lead a team of Strategy & Planning professionals, own the operating rhythm, and translate strategy into actionable execution across forecasting, planning, and governance. The role requires 10+ years in related strategic functions and a track record of partnering with GTM leaders.

Qualifications

• 10+ years in sales strategy/operations, analytics, finance, or related strategic role.
• Proven leadership of teams and senior partner to sales leadership.
• Experience owning forecasting, planning, and business reviews.

Responsibilities

• Partner with senior sales leadership to shape priorities and ensure execution.
• Lead and develop a Strategy & Planning team with high accountability.
• Own the analytical rhythm: QBRs, MBRs, leadership reviews, performance readouts.
• Drive annual/quarterly planning, territory design, capacity planning, budgeting.

Skills

Sales strategy

Sales operations

Analytics

Finance

Leadership

Executive communication

Job description

About the job

The database market is massive and MongoDB is at the head of its disruption. The MongoDB community is transforming industries and empowering developers to build amazing apps that people use every day. We are the leading modern data platform and the first database provider to IPO in over 20 years. Join our team and be at the forefront of innovation and creativity.

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.

The role

As the Director, Sales Strategy & Planning, you will:

• 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

What you'll do

Partner the business

• 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

Lead the team

• 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

Own planning and operating rhythm

• 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

Drive insight and 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

Who you are

Experience & background

• 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

Skills & mindset

• 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 hav