Director, Sales Strategy & Planning
San Francisco · 10+ years experience · Full-time · Posted Oct 5, 2026
At a glance
- Experience
- 10+ years experience
- Employment
- Full-time
- Location
- San Francisco
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.
About the role
- The Director, Sales Strategy & Planning serves as a critical business partner to senior sales leadership to help field teams move faster, operate with more rigor, and unlock growth.
- This role sits within the global Sales Strategy & Planning organization and leads a team of Strategy & Planning professionals to own the operating rhythm of the business.
Responsibilities
- 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.
Requirements
- 10+ years of experience in Sales Strategy, Sales Operations, Consulting, Analytics, Finance, or a similar strategic business role
- 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
Preferred qualifications
- Consumption or cloud business models a plus
- Familiarity with Salesforce and BI tools is helpful
Benefits
- 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
- Health benefits offerings
Skills
- Salesforce
- BI Tools
