Principal Analyst GTM Operations

We are looking for a detail-oriented strategic and outcomes-driven Principal Analyst to join our GTM Operations team supporting processes and systems across our global go-to-market (GTM) organization — including Customer Success Sales and other customer-facing teams.

You will act as a senior thought partner to GTM leadership owning complex cross-functional initiatives that improve operational efficiency drive data-informed decision making and scale our customer lifecycle processes globally. This role requires the ability to influence senior stakeholders across functions and regions navigate ambiguity and turn strategy into measurable business impact.

We are looking to speak to candidates who are based in the United States for our hybrid or remote working models.

• Partner with senior leaders across Customer Success Sales and other GTM teams to design optimize and scale core processes across the customer lifecycle including customer engagement renewals and account management workflows
• Own the strategy design and continuous improvement of global operational processes ensuring scalability consistency and alignment to GTM and company priorities across regions
• Translate ambiguous business problems into clear operational and technical requirements working closely with CRM Engineering and GTM Systems teams to deliver high-impact system and tooling improvements
• Drive material improvements in activity tracking customer health signals lifecycle workflows and other key operational insights to enable better customer engagement planning and outcomes
• Define instrument and monitor key performance indicators and operational metrics to evaluate GTM initiatives and provide clear data-driven recommendations to leadership
• Lead complex cross-functional programs from problem definition through execution including roadmap ownership stakeholder alignment risk management and executive updates
• Establish and maintain governance frameworks operating cadences and documentation to ensure process clarity adoption and continuous improvement across global GTM teams
• Proactively identify operational gaps and inefficiencies quantify impact and propose data-driven solutions that improve GTM productivity customer outcomes and revenue performance
• Serve as a mentor and senior partner within the GTM Operations team helping raise the bar on process design execution and cross-functional collaboration
• Bring forward new ideas tools and best practices that improve how we scale GTM operations globally

• Bachelor’s Degree in Business Economics Finance Computer Science or a related field
• 7+ years of work experience in GTM Operations Revenue Operations Sales Operations Customer Success Operations Business Operations or a related field
• Demonstrated ability to solve complex ambiguous problems end-to-end — from framing and analysis through recommendation execution and measurement
• Proven track record of designing and scaling GTM processes and driving measurable process and productivity improvements for a global GTM organization
• Experience leading cross-functional projects and programs with multiple senior stakeholders with a strong ability to influence without direct authority
• Excellent communication skills including the ability to synthesize complex concepts into clear narratives and influence both business and technical stakeholders including senior leaders
• Deep experience with CRM systems particularly Salesforce and familiarity with GTM tooling
• Experience in a consumption/pay-as-you-go business model is a plus
• Strong organizational skills and the ability to manage multiple competing priorities in a fast-paced globally distributed organization
• A proactive ownership-minded approach and the ability to operate with a high degree of autonomy and accountability for outcomes

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 60000 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: 1273423069

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