Senior Director, Global AI Native & POD Program
About the role
MongoDB is seeking a Senior Director to provide global program leadership across our PoD Program — the operating model supporting our most strategic global accounts, including Bank of America, JPMorgan Chase, UnitedHealth Group, and Adobe — 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.
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 (e.g., Bank of America, JPMC, UnitedHealth, Adobe)
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 Continuous Refinement
Ensure global account segmentation frameworks reflect growth potential, product fit, and strategic value, and are consistently applied across regions
Whitespace Analysis
Build repeatable whitespace analysis methodologies to identify expansion opportunities within existing accounts and adjacent buying centers
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
Create 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)
Work with Product Marketing and Sales Enablement to ensure plays are field-ready, measurable, and iterated based on performance data
Cross-Functional Alignment
Align 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
Collaborate with Sales Finance and Sales Operations on quota sizing methodologies to ensure targets are data-driven, equitable, and aligned to market opportunity
Requirements
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
Qualifications
Bachelor's degree required; MBA or equivalent advanced degree preferred