Director, Sales Strategy & Planning

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 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.

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 AI-native startups and approximately 75% of the Fortune 100, 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: 3273564965

MongoDB’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:

$0.01—$0.01 USD