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Senior Director, Global AI Native & POD Program

MongoDB · San Francisco, CA · 3 mo ago
OTHR$190k/yrFull-time

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)

    • Collaborate 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

    • Work 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

  • 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

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