Head of Global Sales Strategy, Planning & Operations

The Role We 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 Do Strategy & Planning Own the annual and ongoing global sales strategy, planning, and forecasting cycle, tailored to a consumption-based revenue model Lead territory design, segmentation, and account coverage models to maximize market penetration and rep productivity Partner with Finance on revenue modeling, capacity planning, and long-range forecasting tied to consumption trends Sales Acceleration Build and run a global Sales Acceleration function to drive pipeline velocity, deal execution, and rep ramp/productivity Own 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 quickly Design scalable frameworks for new product introduction (NPI) that can flex across regions, segments, and rep populations without re-inventing process per launch Identify and remove friction in the sales cycle through tooling, process redesign, and enablement programs Establish metrics and feedback loops to continuously improve acceleration program ROI, including time-to-productivity for new product launches Compensation & Quota Design and administer global sales compensation plans and incentive structures aligned to consumption-based growth metrics Own quota setting methodology, ensuring quotas are fair, achievable, and aligned to business targets, including incorporating new product contributions Partner with HR and Finance on compensation governance, approvals, and plan changes Operations & Systems Lead global sales operations, including CRM/tooling strategy, data integrity, reporting, and process standardization Build scalable operating rhythms (QBRs, forecast calls, pipeline reviews) across global regions Drive modeling and analytics that give leadership real-time visibility into pipeline health, consumption trends, new product adoption, and revenue risk Cross-Functional Leadership Serve as the primary sales-side partner to Finance, Product, and HR on planning, resourcing, and compensation matters Represent Sales in the GTM organization shaping product strategy, pricing, packaging, and launch timing for new products in a consumption model Build and lead a high-performing global team, managing resources across multiple regions/time zones What You'll Bring 10+ years of experience in sales strategy, sales operations, or revenue operations leadership roles, ideally within a consumption/usage-based business model Proven track record designing compensation plans, quota models, and territory/segmentation strategy at global scale Strong financial and analytical acumen; experience partnering directly with Finance on forecasting and modeling Experience building or scaling a Sales Acceleration or sales enablement function, including launching new products through a GTM organization at scale Demonstrated success leading global, distributed teams and driving cross-functional alignment with Product and HR Excellent executive communication and stakeholder management skills Bachelor's degree required; MBA or equivalent 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…