Principal Partner Programs Lead

• Own the identification, development, and scaling of partnerships with independent software vendors across industry-specific verticals and horizontal AI-native categories. • Help shape a first-of-its-kind ISV partner motion from the ground up, defining how MongoDB goes to market with ISV partners. • Build a repeatable playbook that scales from initial outreach and product-market fit validation through to field distribution and co-sell execution.

• Bring 8+ years of experience in business development, partnerships, or ISV programme management, with demonstrated experience managing complex partnership initiatives from sourcing through GTM execution. • Understand how enterprise software is bought and sold, and know how to translate a technical integration into a field co-sell motion that generates pipeline. • Be energised by greenfield opportunities, comfortable operating with ambiguity and taking action without waiting for a playbook to exist. • Structure partnership deals, evaluate partner ROI, and make a compelling internal case for which partners to prioritise and why. • Have enough technical aptitude to understand how ISVs build on data platforms and what makes an integration compelling to developers and enterprise buyers. • Communicate clearly and credibly with audiences ranging from ISV founders and field sellers to internal executives, write well, and run tight meetings. • Build trust quickly with external partners and internal stakeholders and maintain strong relationships over time.

• Bring experience building or scaling ISV partner programmes in the database, cloud infrastructure, or developer-focused technology space. • Have familiarity with AI-native application platforms and the vertical SaaS landscape. • Have experience designing partner tiering frameworks, onboarding processes, and success metrics. • Bring background in marketplace-based distribution strategies.

• Identify, recruit, and activate high-potential ISV partners across both vertical and horizontal categories, prioritising partners with strong product-market fit and distribution potential. • Source and structure partnership agreements, define joint value propositions, and establish the commercial and technical foundations for long-term partnership success. • Validate initial product-market fit with new ISV partners through early integration work, customer proof points, and joint pipeline generation. • Develop and execute partner GTM plans that activate MongoDB's sales field around ISV partner solutions, including co-sell plays, joint account targeting, and field enablement materials. • Work with ISV partners to drive adoption and distribution of validated integrations through field sales channels, partner-led motions, and marketplace presence. • Manage ongoing partner success by tracking adoption, pipeline contribution, and co-sell performance, and refine GTM strategies based on results. • Contribute to the design and evolution of MongoDB's ISV partner programme, including tiering frameworks, onboarding processes, and success metrics. • Build reusable assets such as partner playbooks, joint solution briefs, and field guides that accelerate productivity of both MongoDB sellers and ISV partners. • Partner closely with Sales, Pre-Sales, Product, Marketing, and Legal teams to align on partner strategy and drive joint initiatives. • Represent the ISV partner perspective internally, advocating for partner needs in product roadmap discussions and go-to-market planning. • Maintain a deep understanding of the vertical SaaS and AI application landscape. • Represent MongoDB at relevant industry events, conferences, and partner communities.

• Join a supportive and enriching culture committed to personal growth and business impact. • Access employee affinity groups. • Receive fertility assistance. • Benefit from a generous parental leave policy. • Work at a company that values employee wellbeing and supports every step of professional and personal journeys.

MongoDB is built for change, empowering customers and people to innovate at the speed of the market. Its unified data platform, MongoDB Atlas, is the only globally distributed, multi-cloud data platform available across AWS, Google Cloud, and Microsoft Azure. With offices worldwide and over 67,000 customers, including 75% of the Fortune 100 and AI-native startups, MongoDB is powering the next era of software.