Senior Director, Global AI Native & POD Program

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 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.