Senior Director, Sales Operations



Sales & Business Development, Operations
New York, NY, USA
Posted on Thursday, February 1, 2024

The worldwide data management software market is massive (According to IDC, the worldwide database software market, which it refers to as the database management systems software market, was forecasted to be approximately $82 billion in 2023 growing to approximately $137 billion in 2027. This represents a 14% compound annual growth rate). At MongoDB we are transforming industries and empowering developers to build amazing apps that people use every day. We are the leading developer 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.

We are seeking a results-oriented and strategic Director of Sales Operations, focused on optimizing middle-of-funnel processes, encompassing opportunity to cash. In this critical role, you will directly impact our ability to forecast our business, drive our transformation to consumption billing, enhance customer experience, and optimize our day-to-day operations. Reporting to the VP of Sales Operations, you will be instrumental in shaping the future of our sales organization.

We are looking to speak to candidates who are based in New York City for our hybrid working model.


  • Take ownership of all sales operations processes within the opportunity-to-cash cycle, excluding finance processes; Collaborate with the finance team as needed to drive optimization
  • Conduct a comprehensive review of processes spanning opportunity creation, closure, consumption-related system architecture, automations, account handovers between sales and customer success, and forecasting
  • Lead the optimization of our forecasting process by developing and implementing a comprehensive bottom-up forecasting model; This includes leveraging workload data and establishing subject matter expertise in the processes that facilitate the flow of data from cloud billing to data pipelines and, ultimately, to sales dashboards. This role will play a pivotal part in enhancing the accuracy and efficiency of our forecasting process
  • Delve deep into processes and underlying data, identifying root causes and framing business problems; Propose and implement solutions to enhance efficiency and effectiveness
  • Collaborate closely with cross-functional teams, including the rest of the Sales Operations teams, CRM-Tech team, GTM teams, and Finance & Billing teams, to drive results and ensure alignment across the organization
  • Build and scale the Middle of Funnel Sales Operations function by defining roles and responsibilities


  • Bachelor’s degree required (Master’s degree is a plus)
  • 7-8 years of relevant experience in sales operations, sales systems, deal desk, or related fields
  • Execution-driven mindset with a focus on achieving tangible results
  • Proven track record of successfully driving change and optimizing processes
  • Strong organizational and communication skills, with a keen process orientation
  • Deep experience with CRM systems and a good understanding of the handover process from sales to finance
  • Managerial experience is required

If you are a strategic thinker with a passion for process optimization, a track record of driving change, and the ability to lead and scale a dynamic team, we encourage you to apply for the Director of Sales Operations (Middle of Funnel) position at 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.

MongoDB’s base salary range for this role is posted below. Compensation at the time of offer is unique to each candidate and based on a variety of factors such as skill set, experience, qualifications, and work location. Salary is one part of MongoDB’s total compensation and benefits package. Other benefits for eligible employees may include: 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, and health benefits offerings. Please note, the base salary range listed below and the benefits in this paragraph are only applicable to U.S.-based candidates.

MongoDB’s base salary range for this role in the U.S. is:
$132,000$259,000 USD