Head of Global Sales Strategy, Planning & Operations

The Role

We are seeking a Head 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.

What You'll Do

Strategy & 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

About MongoDB

MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the data platform for the AI era, enabling builders to create, transform, and disrupt industries with software. MongoDB’s unified data platform, the most widely available, globally distributed data platform on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud data platform and is available across AWS, Google Cloud, and Microsoft Azure.

With offices worldwide and over 67,000 customers, including 75% of the Fortune 100 and AI-native startups, relying on MongoDB for their most important applications, we’re powering the next era of software.

Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB. 

To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy, we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at MongoDB, and help us make an impact on the world!

MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.

MongoDB, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Req ID: 426336