Lead, Sales Operations

MongoDB's mission is to empower innovators to create, transform, and disrupt industries by unleashing the power of software and data. We enable organizations of all sizes to easily build, scale, and run modern applications by helping them modernize legacy workloads, embrace innovation, and unleash AI. Our industry-leading developer data platform, MongoDB Atlas, is the only globally distributed, multi-cloud database and is available in more than 115 regions across AWS, Google Cloud, and Microsoft Azure. Atlas allows customers to build and run applications anywhere—on premises, or across cloud providers. With offices worldwide and over 175,000 new developers signing up to use MongoDB every month, it's no wonder that leading organizations, like Samsung and Toyota, trust MongoDB to build next-generation, AI-powered applications.

We are looking to speak to candidates who are based in Gurugram for our hybrid working model.

Job Summary

We are seeking a results-oriented Lead, Sales Operations focused on the Middle of Funnel processes and systems that span Global Sales. In this critical role, your responsibilities will range across a variety of strategic initiatives including building GTM processes while working with multiple senior level stakeholders, optimizing to solve obstacles in the sales process, analyzing inefficient business processes and analyzing sales/consumption data to come up with improved and streamlined GTM solutions.

This role sits within the global Core Sales Operations team, which is accountable for lead-to-revenue processes and systems at MongoDB, your contributions to this team will be instrumental in shaping the future of the go-to-market organization.

Responsibilities

• Collabore with Sales Operations and various Sales teams to own improving middle of funnel sales processes (pipeline, forecasting, opportunity management, approval workflows, splits, commissions, partnership workflows)
• Work closely with multiple stakeholders across Sales, Deal Strategy, Compensation Strategy team, Sales Performance, Strategy & Planning and CRM Technology teams to align on process improvements and deliver effective, scalable solutions. Drive cross-functional collaboration to implement these changes and ensure they deliver value to business
• Develop a deep understanding of the sellers journey, sales process, opportunity management, compensation structures, full global end-to-end quote and booking process, partner ecosystem and the integration of GTM tools (including CRM, Xactly, Boostup) and ensure alignment and effectiveness of GTM systems to support the GTM strategy and drive revenue growth
• Ability to analyze the complex dataset and current sales process workflows to come up with overall business impact and derive improved solution design for GTM
• Efficiently manage and prioritize projects and the requirements, ensuring alignment with broader business objectives and timely resolution of issues. Coordinate with relevant stakeholders to maintain focus on high-impact initiatives
• Understand compensation, forecasting models, and consumption based booking data models and identify key bottlenecks and opportunities for improvement
• Support the Sales team to address their questions & issues, gather feedback, and provide resolution and insights
• Cultivate and maintain strong relationships with key stakeholders across departments to ensure alignment on objectives, priorities, and outcomes. Act as a trusted point of contact for any questions or concerns related to GTM processes, compensation or CRM tools
• Manage and mentor the team overseeing Order Operations, Provide feedback, professional development, and ongoing support for team members
• Monitor and evaluate operational processes, identify areas for improvement, and implement solutions

Requirements

• Bachelor's degree required in Operations/Business/Project Management or Engineering
• ~7 years Experience in Sales Operations/Revenue Operations
• Experience in managing a team, JD creation, R&R and feedback
• Experience of working in fast paced environments
• Project & Process Management:
  • Proven ability to manage and lead projects effectively and produce comprehensive documentation
  • Demonstrates agility and flexibility in responding to evolving business priorities
  • Ability to understand & create business processes through workflow diagrams and translate them into actionable solutions
• Technical Skills:
  • Proficient with Salesforce.com, with a strong understanding of Bookings & Opportunities, Quote-to-Cash processes, Quota/Comp Split management, Crediting, and Partner management
  • Strong experience with consumption-based models (pay as you go) and the ability to work with complex data structures to track the customer consumption patterns, issues and do impact analysis
  • Hands-on experience on working with large datasets to do analysis to find issues and quantify impact
  • Experience in SQL/SOQL is preferred.
• A strong understanding of the Sales processes, with a commitment to leveraging stakeholder feedback to enhance business processes and operations

A strong understanding of operational processes and finding areas for improvement, and implementing solutions

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 is an equal opportunities employer.