Senior Director, GTM Enablement

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.

About The Role

We are looking for a strategic and results-oriented Global GTM Enablement Leader to develop and execute a comprehensive sales enablement strategy, as a critical contributor to the objectives of our global Go-To-Market team.

You will collaborate with cross-functional teams, including sales, marketing, product, and customer success, to develop and execute strategies that enhance sales productivity, improve sales processes, and drive revenue growth.

You will lead our current GTM enablement teams and work with our GTM leaders to both accelerate the speed at which our new salespeople become productive and build world-class development content and materials for our existing sales team. 

What you will be doing

• Implement a comprehensive sales enablement strategy to maximize the productivity of our GTM teams
• Collaborate with both sales & post-sales leadership to drive global enablement programs that act as a force multiplier for our product & GTM strategy teams
• Set key metrics to assess the impact of sales enablement efforts on sales performance
• Lead and develop the GTM Enablement team to:
• Create and deliver sales training programs, both in-person and virtual, to enhance the skills and knowledge of the sales team. Key knowledge areas include but are not limited to Command of the Message, MEDDICC, Challenger Sale, Pipeline Generation, Strategic Account Planning, data analysis, and more
• Develop and lead the onboarding process for new sales hires, ensuring a smooth transition into their roles and accelerate time to productivity
• Develop and lead the everboarding process for the sales team to ensure the continued development of required behaviors and skills to successfully operate a consumption driven business
• Develop and maintain a library of sales enablement resources, including sales playbooks, battle cards, product collateral, content library, and competitive intelligence
• Work closely with marketing and key members of the GTM organization to ensure alignment of messaging, positioning, and sales collateral to support the sales process
• Collaborate with Sales Strategy and Operations to analyze sales performance data and provide insights and recommendations to improve sales effectiveness and efficiency. Performance data to include but not limited to sales team leading and lagging indicators, consumption productivity, and more
• Collaborate with product management to ensure the sales team is equipped with up-to-date product knowledge and competitive differentiation
• Drive adoption and utilization of sales enablement tools such as MindTickle and Highspot
• Partner with the sales systems team to drive adoption and utilization of sales tools such as Clari, Salesloft, Salesforce, and others
• Conduct regular assessments and audits of sales processes and identify areas for improvement and optimization. Areas include MongoDB’s sales process, forecasting, and consumption for example
• Stay up-to-date with industry trends, best practices, and emerging technologies in sales enablement

What you bring to the table

• Bachelor's degree in business, marketing, or a related field. MBA is a plus
• Proven experience in sales enablement as well as direct sales and/or post-sales leadership within the software industry
• Strong understanding of sales methodologies such as Command of the Message, processes such as forecasting, and best practices
• Excellent communication and presentation skills, with the ability to effectively train and influence sales professionals at all levels
• Demonstrated ability to develop and deliver engaging and impactful sales training programs
• Proficiency in using sales enablement tools, CRM systems, and content management platforms. Preferred platforms include Salesforce, Seismic, Salesloft, CRM Analytics, and more
• Analytical mindset with the ability to provide actionable insights
• Strong project management skil