# Senior Director, Global AI Native & POD Program

**Company:** [MongoDB](https://hotfix.jobs/companies/mongodb)
**Location:** Austin, TX, New York, NY, San Francisco, CA
**Role:** Revenue Operations
**Salary:** $190k – $190k/yr
**Experience:** 10+ years
**Skills:** Sales Strategy, Revenue Operations, Program Management, tam/sam modeling, Salesforce, gtm playbook design, Account Planning, whitespace analysis, segmentation frameworks, cross-functional alignment
**Posted:** 2026-07-28

> Lead global program management for MongoDB's PoD strategic accounts, AI/Digital Native, and Acquisition segments. Design segmentation, whitespace analysis, sales plays, and cross-functional alignment between Product, Sales, Services, and Partners to drive growth in highest-priority accounts.

## Job Description

## 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.

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