Hypergrowth organizations are constantly evolving: product offerings change, go-to-market strategies shift, personnel turns over.

In Operations, we often have to help our companies through those seismic shifts. On this episode, we're talking to someone who has seen 12 years of those shifts at her company and now oversees one of the more complex go-to-market motions we’ve ever talked about on this show.

Our guest, Meghan Gill, is the VP Sales Operations and Sales Development at MongoDB, the database platform company that went public in 2017.

In our conversation, we talk about the evolution of the go-to-market motion Meghan has overseen at MongoDB, particularly their transition to to pay-as-you-go pricing, how to forecast a consumption based business, and what it means to have "smokey" accounts in MongoDB’s territory planning process.

 Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean and Meghan on Twitter @Seany_Biz, @meghanpgill, and @DriftPodcasts.