Principal Analyst, GTM Operations

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Additional Information

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. As a Principal GTM Operations Analyst, you will: 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 The Ideal Candidate has: 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 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 committ