The Win/Loss & Customer Insights (W/L) pod owns the Voice of the Customer (VoC) for the intelligence function. This team is responsible for understanding the underlying reasons why buyers choose one solution over another. The team produces the company’s Win/Loss repository, quarterly customer-insights reports, and customer-backed contributions to battlecards, ensuring that roadmap decisions and positioning are grounded in customer truth.
About the RoleWe are seeking a commercially sharp operator who is deeply curious about buyer behavior and comfortable operating closely with real deals. You will act as a strategic listener with excellent judgment, synthesizing qualitative buyer feedback, sales context, and competitive dynamics into clear insights. You must be credible with Sales, Product Marketing (PMM), and leadership, capable of surfacing uncomfortable truths without creating friction, and motivated to improve win rates and deal quality.
We are looking to speak to candidates who are based in Dublin for our hybrid working model.
What You’ll Do- Customer Interviewing: Conduct structured win/loss interviews with buyers, prospects, and salespeople to capture the deal story beyond the CRM checkboxes
- Qualitative Analysis & Thematic Coding: Systematically code interviews to extract consistent themes, separating genuine customer signals from internal interpretation
- Objection & Claim Identification: Identify competitor claims, objections, and buying criteria directly from customers to populate a competitive claims observatory and objection playbooks
- Insight Synthesis & Reporting: Synthesize insights by role, segment, and buying context into concise summaries and quarterly reports that leadership can readily consume
- Cross-Functional Partnership: Partner closely with PMM, GTM, and Product to ensure customer feedback actively informs roadmap decisions, positioning updates, and field strategy
- Strategic Narrative Support: Provide customer-backed evidence to help the Strategic Core team build battlecards and competitive narratives
- Interviewing Mastery: Strong interviewing and listening skills with the ability to get honest feedback from buyers and sellers
- Commercial Judgment: High commercial judgment and comfort with ambiguity; you understand enterprise sales cycles and deal dynamics
- Synthesis Skills: The ability to synthesize messy qualitative insights into clear, actionable themes
- Stakeholder Confidence: Confidence in delivering insights (including uncomfortable truths) to senior stakeholders in Sales and Product
- Experience: Prior experience in win/loss analysis, deal analysis, or working closely with Revenue/Sales teams
- Interviewing Mastery: Demonstrated ability to conduct high-empathy, high-signal interviews with senior buyers and sellers. You know how to get past the polite answers to uncover the real decision drivers
- Commercial Judgment: You have 3-5+ years of experience working closely with Revenue, Sales, or Product teams. You understand how enterprise sales cycles work, how decisions are made in buying committees, and how to navigate ambiguity
- Synthesis & Thematic Coding: You have a proven track record of taking messy, unstructured qualitative data (hours of conversation) and synthesizing it into clear, repeatable themes and actionable executive summaries
- Stakeholder Confidence: You are comfortable delivering insights (including uncomfortable truths about product gaps or sales execution) to senior leadership without hedging
- Direct Relevant Experience: Prior experience specifically in Win/Loss Analysis, Deal Desk/Analysis, or Qualitative User Research where the primary output was strategic business guidance
- Strategic Background: You have a background in Product Marketing (PMM), Sales Enablement, Strategy, or Consulting. You haven't just "supported" sales; you have analyzed their performance and provided strategic course correction
- Enterprise Fluency: You have operated within complex enterprise or mid-market sales cycles (ACVs of $50k+). You understand the dynamics of multi-stakeholder deals, procurement, and technical evaluation phases
- Methodological Rigor: You are familiar with formal qualitative research methodologies (e.g., Grounded Theory, Thematic Analysis) and tools (e.g., Dovetail, Gong, Chorus) to structure your findings, ensuring they are defensible rather than anecdotal
- Scaled GTM Experience: Previous experience in a fast-growing B2B SaaS organization with a mature Go-To-Market motion
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 nearly 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 is an equal opportunities employer.
Req ID 4263319167
