Principal Partner Programs Lead

• Found and shape MongoDB's ISV partner motion from the ground up, owning identification, development, and scaling of partnerships with both vertical industry ISVs (financial services, healthcare, retail, manufacturing) and horizontal AI-native ISVs. • Build a repeatable partnership playbook — moving from initial outreach and product-market fit validation through to field co-sell execution with MongoDB's global sales organisation. • Define tiering frameworks, onboarding processes, success metrics, and reusable assets such as partner playbooks, joint solution briefs, and field guides. • Partner closely with Sales, Pre-Sales, Product, Marketing, and Legal to align on partner strategy and deliver measurable pipeline outcomes. • Work hybrid from the London office.

• Bring 8+ years of experience in business development, partnerships, or ISV program management, with a track record of managing complex partnership initiatives from sourcing through GTM execution. • Bring a GTM-oriented mindset: understanding how enterprise software is bought and sold, and how to translate a technical integration into a field co-sell motion that generates pipeline. • Bring a builder mentality — energised by greenfield opportunities, comfortable operating with ambiguity, and not waiting for a playbook before taking action. • Bring commercial sharpness: able to structure partnership deals, evaluate partner ROI, and make a compelling internal case for prioritisation. • Bring enough technical fluency to understand how ISVs build on data platforms and what makes an integration compelling to developers and enterprise buyers.

• Bring deep knowledge of the vertical SaaS or AI application landscape, including how ISVs build, distribute, and scale in markets MongoDB serves. • Bring experience building ISV or technology partner programmes from scratch at a data, infrastructure, or developer platform company. • Bring an established network across ISV founders, enterprise software ecosystem leaders, or cloud marketplace communities.

• Identify, recruit, and activate high-potential ISV partners across vertical and horizontal categories, prioritising those with strong product-market fit and distribution potential. • Source and structure partnership agreements, define joint value propositions, and establish commercial and technical foundations for long-term success. • Develop and execute partner GTM plans that activate MongoDB's sales field around ISV solutions, including co-sell plays, joint account targeting, and field enablement materials. • Track adoption, pipeline contribution, and co-sell performance across the partner portfolio, refining GTM strategies based on results. • Represent the ISV partner perspective internally, advocating for partner needs in product roadmap discussions and go-to-market planning.

• Receive a competitive package with meaningful influence over a first-of-its-kind programme at a global data platform leader. • Benefit from fertility assistance and a generous parental leave policy. • Access employee affinity groups and a supportive culture committed to personal and professional development. • Represent MongoDB at industry events, conferences, and partner communities globally.

MongoDB has redefined the data platform for the AI era, enabling builders to create, transform, and disrupt industries with software. With over 67,000 customers — including 75% of the Fortune 100 — relying on MongoDB for their most important applications, MongoDB Atlas is the only globally distributed, multi-cloud data platform available across AWS, Google Cloud, and Microsoft Azure.