Manager, GTM Operations

The worldwide data management software market is massive (IDC forecasts it to be $169 billion by 2029!). At MongoDB we are transforming industries and empowering developers to build amazing apps that people use every day. We are the leading modern data platform and the first database provider to IPO in over 20 years. Join our team and be at the forefront of innovation and creativity.

Our CS Operations team, part of our broader Sales Operations team, strives to help our Customer Success organization scale and grow faster. This function will act as a key business partner to the leaders of our Customer Success team. Your responsibilities will range across a variety of strategic initiatives including piloting and scaling up new projects, analyzing data to come up with meaningful business insights, and optimizing processes.

We are looking for an experienced professional to help us lead this global team. You will be responsible for learning the ins and outs of MongoDB’s Customer Success function, play a critical role in building relationships with the senior leadership team, and drive forward initiatives that will help us unlock sales revenue. The ideal candidate understands what makes our Customers successful and makes a Field team thrive, has a strong interest in analyzing data to understand the business and drive impact, and thrives in shaping narratives that are conducive to helping our teams grow.

As a Manager of Customer Success Strategy and Planning, you will:

• Lead a team of analytical and operational business partners that are aligned to the CS organization
• Drive the operating rhythm of our business including monthly and quarterly business reviews, forecasting, org deep dives, and ongoing business planning efforts (including contributing to headcount and capacity planning, account and territory assignments, etc.) 
• Partner with Senior CS and Operations leadership to drive market and segment-specific analyses to uncover insight, influence key decisions, and shape the longer-term vision of the team
• Independently run forecasting and business review calls
• Derive understanding and insights on emerging trends from our data and present recommendations on how we can drive better outcomes to CS leadership
• Influence the data and systems strategy and processes required to scale commercial teams
• Become well-versed in our sales KPIs and their implications on performance tracking, compensation and forecasting
• Conceptualize and pilot new programs to test the effectiveness of various CS workflows, structures, and decisions
• Collaborate with various business units to drive productivity and headcount scenario analyses

• Bachelor’s Degree with a quantitative focus (Economics, Finance, Computer Science, Mathematics, etc.)
• 5+ years of work experience in either CS, Sales, GTM Strategy and/or Operations
• 1+ years of leadership experience
• Comfortable being in a player-coach manager type role
• Familiarity with consumption-based software business models
• Experience as a business partner to a field organization
• Experience with at least one major business intelligence tool (Tableau, Google Data Studio, Looker)

• Thrives in working in a fast-paced working environment
• Effective communicator who can break down convoluted technical, financial, or operational concepts into simple business vernacular
• Believes that the best way to drive success is by motivating and leveraging their team to deliver results without being hands-off or disconnected from the day to day work
• You’re intensely curious.  You want to know how things work, and you want to know why, and you’re comfortable getting your hands dirty in data and process to get there.
• You love analysis and iteration and optimization - you’re never satisfied with how things are, because you can always see ways to make things better.
• You are a spreadsheet wizard with the ability to manipulate and analyze data
• You can navigate your way around Salesforce with relative ease

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.

Req. ID: 426497