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MongoDB Senior Director Delivery Enablement United States 558670300
17.04.2025
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What you will be doing
- Lead a cross-functional enablement team responsible for equipping MongoDB’s global GTM teams with the knowledge, tools, content, and processes they need to effectively sell and support MongoDB’s solutions
- Lead and integrate Sales, Pre-Sales, Partners, Customer Success, and Professional Services into a cohesive global enablement strategy, ensuring alignment across teams and regions
- Align enablement efforts with business outcomes, ensuring that GTM teams globally are equipped to deliver value at every stage of the customer journey—from awareness through retention and expansion
- Partner with leadership to implement change management strategies that support large-scale business transformation and adoption of new methodologies
- Build scalable enablement programs that support global consistency while allowing for regional adaptation
- In conjunction with your leads (Enablement Training & Enablement Strategy), lead the global enablement team in alignment with the Sales & Success goals, collaborating with the Chief Commercial Officer, Sales, Customer Success, Product, and Marketing
- Build a clear enablement roadmap to support global GTM teams in reaching revenue, deal velocity, and sales efficiency targets
- Lead the creation and implementation of key GTM playbooks, training programs, competitive intelligence, and role-based competencies for sellers
- Establish data-backed methodologies to measure enablement effectiveness, improve productivity, and inform strategic GTM decisions
- Design and implement a forward-looking approach to leveraging AI-driven tools to enhance productivity, content personalization, and automation in GTM workflows
- Partner closely with senior leadership, revenue operations, product marketing, and technology teams to ensure enablement programs align with business goals
- Continuously optimize enablement programs based on feedback, competitive insights, and the latest industry trends to maintain a world-class enablement function
- Lead and develop the GTM Enablement team to:
- Create and deliver training programs, both in-person and virtual, to enhance the skills and knowledge of the GTM 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 GTM hires, ensuring a smooth transition into their roles and accelerating time to productivity
- Develop and lead the everboarding process to ensure the continued development of required behaviors and skills to successfully operate a consumption-driven business
- Lead the creation of a global content library to provide customer-facing teams with the tools and resources they need at every stage of the buyer’s journey
- Develop role-specific learning paths, including technical product training and advanced sales skills like discovery, demoing, and objection handling
- 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 teams to analyze GTM performance data and provide insights and recommendations to inform future GTM plays and enablement initiatives. Performance data to include, but not limited to, sales team leading and lagging indicators, consumption productivity, and more
- Partner with product management to ensure enablement resources and content align with product updates and competitive differentiation
- Drive adoption and utilization of GTM 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
- Stay up-to-date with industry trends, best practices, and emerging technologies in GTM enablement
- Bachelor's degree in business, marketing, or a related field. MBA is a plus
- Proven experience leading enablement across all customer-facing functions, not just Sales, but also Pre-Sales, Partners, Customer Success, and Professional Services functions 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 GTM professionals at all levels
- Demonstrated ability to develop and deliver engaging and impactful GTM programs
- Proficiency in using enablement tools, CRM systems, and content management platforms. Preferred platforms include Salesforce, MindTickle, Highspot, Clari, Salesloft, CRM Analytics, and more
- Analytical mindset with the ability to analyze GTM data and provide actionable insights
- Strong project management skills with the ability to manage multiple initiatives simultaneously
- Collaborative and team-oriented approach with the ability to work cross-functionally
- Self-motivated and results-driven with a passion for driving sales excellence
- Excel in creating and curating GTM collateral, playbooks, training modules, and other resources to support the sales team
- Track record of driving GTM enablement initiatives across different regions and markets, understanding cultural nuances and local sales practices
$253,000 USD
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