Senior Manager, Sales Operations

We are seeking a Senior Manager of GTM Operations to lead AI and horizontal platform programs within the Core Operations team. This role will shape how our global GTM organization becomes more productive, scalable, and AI-enabled—by defining high-impact use cases, driving cross-functional programs, and ensuring successful adoption of new capabilities.

Core Operations sits at the intersection of GTM strategy, systems, and execution. This leader will act as both the orchestrator of GTM AI programs and a GTM process engineer—rethinking and redesigning how work gets done across the customer lifecycle, then applying AI and platforms to streamline, standardize, and scale those processes.

What You’ll Do

Shape GTM AI Strategy & Drive Programs

• Define the GTM AI and platforms strategy for Core Operations, focused on improving productivity and enabling revenue and customer outcomes


• Translate business needs into prioritized AI use cases and requirements, partnering with IT to inform the broader technology roadmap


• Own and drive GTM AI programs end-to-end—from problem definition and business case through rollout and impact measurement


• Lead change management for new AI capabilities, ensuring strong adoption across Sales, Customer Success, Partners, and other GTM teams


• Establish and oversee data governance processes and programs that enable scalable, trusted AI solutions


• Run Field Advisory Board on GTM use of AI & horizontal platforms. Serve as the primary bridge between GTM leadership and IT, ensuring alignment on priorities and outcomes

Act as a GTM Process Engineer

• Analyze and redesign end-to-end GTM processes to reduce friction, eliminate manual work, and improve consistency


• Identify where AI and automation can fundamentally improve workflows—not just layer on top of existing inefficiencies


• Standardize global processes while allowing for necessary regional or segment variation


• Ensure process design, systems, and data models are tightly aligned to enable scalability and high-quality execution

Lead AI Tool Adoption & Internal Productivity

• Rapidly deploy and scale AI tools (e.g., Glean agents, LLM platforms such as Claude, and emerging technologies) to solve high-impact operational challenges


• Drive AI-powered improvements across GTM Ops workflows (e.g., territory planning, forecasting support, ticket deflection, reporting automation)


• Continuously surface opportunities to improve both internal Ops productivity and frontline GTM effectiveness

Establish GTM AI Intake, Evaluation & Scaling

• Build and run a centralized intake and prioritization model for AI use cases across GTM


• Develop frameworks to assess impact, feasibility, risk, and scalability


• Define clear execution paths (Ops-led vs. IT-partnered) and ensure successful pilots are scaled into durable solutions

Drive AI Productization, Data & Governance

• Establish the foundations for reusable, enterprise-grade AI solutions, including a centralized library of agents and use cases


• Partner with Data and IT teams to ensure solutions are built on high-quality, governed data


• Align use cases to the right platforms and infrastructure (e.g., Glean, Claude, and other tools), without directly owning the tooling roadmap

Upskill the Organization

• Develop the GTM Operations team into AI-fluent operators who can identify, assess, and scale high-impact opportunities


• Build training, frameworks, and hands-on learning programs to increase AI adoption and capability


• Foster a culture of experimentation, rapid iteration, and continuous improvement

Drive GTM Productivity Through Transformation

• Design and enable AI-driven improvements to end-to-end GTM processes, reducing manual work and increasing consistency


• Lead cross-functional initiatives that connect strategy, systems, and execution


• Ensure solutions are scalable, aligned to global standards, and deliver measurable business impact

Partner Across the Business

• Act as a strategic partner to GTM leadership, IT, Data, and Enablement teams


• Ensure solutions solve the right business problems and are successfully adopted in the field


• Support ongoing optimization through feedback loops, performance tracking, and iteration

Elevate the Core Operations Function

• Improve the productivity and effectiveness of the GTM Operations organization through better prioritization, tooling, and ways of working


• Help position Core Operations as a strategic, AI-forward partner to GTM leadership

What We’re Looking For

• 7–12+ years in GTM Operations, Strategy & Operations, RevOps, or similar roles


• Proven experience redesigning business processes and leading cross-functional transformation programs


• Experience identifying, piloting, and scaling AI/automation use cases in business operations


• Strong understanding of end-to-end GTM processes (Sales, Customer Success, Partners, SAs)


• Experience partnering with IT, Data, and Engineering teams


• Ability to bring structure to ambiguity—building frameworks, roadmaps, and execution plans


• Strong stakeholder management and executive communication skills

What Sets You Apart

• Experience acting as a “process architect” or “process engineer” within GTM or operations environments


• Experience deploying AI tools (e.g., enterprise search, LLM platforms, workflow automation)


• Systems thinker who can connect process, data, and technology into cohesive solutions


• Ability to balance rapid experimentation with scalable, governed solutions

Why This Role Matters

This role will help transition our GTM organization from fragmented tools and manual processes to a cohesive, AI-enabled operating model. By rethinking how work gets done and applying AI in a structured, scalable way, this leader will unlock meaningful productivity gains and enable the business to grow more efficiently.

About MongoDB

MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the database for the AI era, enabling innovators to create, transform, and disrupt industries with software. MongoDB’s unified database platform, the most widely available, globally distributed database 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 database and is available across AWS, Google Cloud, and Microsoft Azure.

With offices worldwide and over 60,000 customers, including 75% of the Fortune 100 and AI-native startups, 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: 1273425819