Senior Director, Global AI Native & POD Program

MongoDB is seeking a Senior Director to provide global program leadership across our PoD Program — the operating model supporting our most strategic global accounts as well as to lead global program management for our AI, Digital Native, and Acquisition account segments.

This is a highly cross-functional, strategic role at the intersection of sales strategy, revenue operations, and go-to-market execution. The ideal candidate is a systems thinker who can architect scalable program frameworks, translate data into actionable whitespace and account strategy, and align Product, Services, Sales, and Partner organizations around a shared playbook for growth in our highest-priority accounts and fastest-growing segments.

You will operate as the connective tissue between field sales leadership, account teams, and corporate functions — ensuring our most important customers and our highest-growth segments receive consistent, best-in-class coverage models, sizing, and go-to-market motions.

We are interested in speaking with candidates who are based out of Austin, New York, and San Francisco

Role Responsibilities

Strategic Account Program Leadership (PoD)

• Own the end-to-end operating cadence for the PoD program covering MongoDB's most strategic global accounts
• Partner with global account leaders to ensure consistent program governance, executive reporting, and cross-regional alignment
• Serve as the central point of coordination for account planning cycles, QBRs, and executive engagement across PoD accounts

Segmentation

• Design and continuously refine global account segmentation frameworks across strategic, AI/Digital Native, and Acquisition accounts
• Ensure segmentation logic reflects growth potential, product fit, and strategic value, and is consistently applied across regions

Whitespace Analysis

• Build repeatable whitespace analysis methodologies to identify expansion opportunities within existing accounts and adjacent buying centers
• Partner with sales and analytics teams to operationalize whitespace insights into account plans and territory design

Best Practice Sharing

• Establish mechanisms (playbooks, communities of practice, enablement forums) to capture and scale best practices from top-performing account teams globally
• Drive knowledge-sharing loops between strategic account teams, AI/Digital Native teams, and Acquisition sales

Sales Plays

• Design and launch targeted sales plays aligned to product launches, industry motions, and segment-specific opportunities (e.g., AI workloads, digital-native growth patterns, net-new acquisition)
• Partner with Product Marketing and Sales Enablement to ensure plays are field-ready, measurable, and iterated based on performance data

Cross-Functional Alignment

• Serve as the primary program owner aligning Product, Services, Sales, and Partner organizations around strategic account and segment priorities
• Facilitate structured forums to ensure product roadmap, services capacity, partner ecosystem strategy, and sales motion are synchronized

TAM Analysis & Quota Sizing

• Lead global TAM/SAM analysis to inform investment prioritization across strategic accounts and growth segments
• Partner with Sales Finance and Sales Operations on quota sizing methodologies to ensure targets are data-driven, equitable, and aligned to market opportunity

Global AI, Digital Native & Acquisition Program Management

• Provide program management discipline for go-to-market motions targeting AI-native and digital-native companies, as well as newly acquired accounts
• Ensure these segments benefit from the same rigor of segmentation, whitespace analysis, and playbook development as the strategic PoD accounts

Requirements

Experience

• 10+ years of experience in sales strategy, revenue operations, program/product management, or management consulting, ideally within enterprise software or cloud/data infrastructure
• Proven experience designing and running global account-based programs for strategic/named accounts (Fortune 100/Global 2000 experience strongly preferred)
• Experience working with or supporting financial services, healthcare, or other regulated enterprise verticals is a plus given the current PoD account mix
• Experience supporting AI/ML or digital-native customer segments and/or M&A integration/account transition programs

Skills

• Strong quantitative and analytical skills — comfortable owning TAM/SAM modeling, segmentation analytics, and quota/capacity sizing
• Demonstrated ability to build and scale programs from ambiguity — this is a builder role, not just a maintainer role
• Excellent executive presence and communication skills; able to represent the program to C-suite and field leadership alike
• Strong cross-functional influence skills — ability to align Product, Services, Sales, and Partner leaders without direct authority
• Experience with sales methodology, account planning frameworks, and GTM playbook design

Tools & Data Fluency

• Comfortable working with CRM (Salesforce), BI/analytics tools, and sales planning/quota systems
• Experience partnering with Sales Ops/Finance on territory and quota design

Education

• Bachelor's degree required; MBA or equivalent advanced degree 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: 426355