Head of Global Sales Strategy, Planning & Operations

The RoleWe 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 DoStrategy & PlanningOwn the annual and ongoing global sales strategy, planning, and forecasting cycle, tailored to a consumption-based revenue modelLead territory design, segmentation, and account coverage models to maximize market penetration and rep productivityPartner with Finance on revenue modeling, capacity planning, and long-range forecasting tied to consumption trendsSales AccelerationBuild and run a global Sales Acceleration function to drive pipeline velocity, deal execution, and rep ramp/productivityOwn 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 quicklyDesign scalable frameworks for new product introduction (NPI) that can flex across regions, segments, and rep populations without re-inventing process per launchIdentify and remove friction in the sales cycle through tooling, process redesign, and enablement programsEstablish metrics and feedback loops to continuously improve acceleration program ROI, including time-to-productivity for new product launchesCompensation & QuotaDesign and administer global sales compensation plans and incentive structures aligned to consumption-based growth metricsOwn quota setting methodology, ensuring quotas are fair, achievable, and aligned to business targets, including incorporating new product contributionsPartner with HR and Finance on compensation governance, approvals, and plan changesOperations & SystemsLead global sales operations, including CRM/tooling strategy, data integrity, reporting, and process standardizationBuild scalable operating rhythms (QBRs, forecast calls, pipeline reviews) across global regionsDrive modeling and analytics that give leadership real-time visibility into pipeline health, consumption trends, new product adoption, and revenue riskCross-Functional LeadershipServe as the primary sales-side partner to Finance, Product, and HR on planning, resourcing, and compensation mattersRepresent Sales in the GTM organization shaping product strategy, pricing, packaging, and launch timing for new products in a consumption modelBuild and lead a high-performing global team, managing resources across multiple regions/time zonesWhat You'll Bring10+ years of experience in sales strategy, sales operations, or revenue operations leadership roles, ideally within a consumption/usage-based business modelProven track record designing compensation plans, quota models, and territory/segmentation strategy at global scaleStrong financial and analytical acumen; experience partnering directly with Finance on forecasting and modelingExperience building or scaling a Sales Acceleration or sales enablement function, including launching new products through a GTM organization at scaleDemonstrated success leading global, distributed teams and driving cross-functional alignment with Product and HRExcellent executive communication and stakeholder management skillsBachelor's degree required; MBA or equivalent preferredAbout MongoDBMongoDB 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: 426336MongoDB’s base salary range for this role is posted below. Compensation at the time of offer is unique to each candidate and based on a variety of factors such as skill set, experience, qualifications, and work location. Salary is one part of MongoDB’s total compensation and benefits package. Other benefits for eligible employees may include: equity, participation in the employee stock purchase program, flexible paid time off, 20 weeks fully-paid gender-neutral parental leave, fertility and adoption assistance, 401(k) plan, mental health counseling, access to transgender-inclusive health insurance coverage, and health benefits offerings. Please note, the base salary range listed below and the benefits in this paragraph are only applicable to U.S.-based candidates.MongoDB’s base salary range for this role in the U.S. is:$168,000—$330,000 USD