Principal Partner Programs Lead

• Join as a founding part of a first-of-its-kind ISV partner motion at MongoDB. • Own the identification, development, and scaling of partnerships with independent software vendors. • Cover two categories: industry-specific ISVs building vertical applications in markets such as financial services, healthcare, insurance, retail, and manufacturing, and horizontal AI-native ISVs building platforms and tools for builders across industries. • Shape the program from the ground up, define how MongoDB goes to market with ISV partners, and build a repeatable playbook that scales. • Move from initial outreach and product-market fit validation through to field distribution and co-sell execution with MongoDB’s sales organisation. • Take on a greenfield opportunity requiring business development instinct, commercial acumen, and cross-functional work in a fast-moving environment. • Be based in London for MongoDB’s hybrid working model.

• Bring 8+ years in business development, partnerships, or ISV program management. • Show demonstrated experience managing complex partnership initiatives from sourcing through GTM execution. • Understand how enterprise software is bought and sold, and translate a technical integration into a field co-sell motion that generates pipeline. • Bring a builder mentality, taking action without waiting for a playbook and operating comfortably with ambiguity. • Structure partnership deals, evaluate partner ROI, and make a compelling internal case for which partners to prioritise. • Bring enough technical fluency 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 from ISV founders and field sellers to internal executives, writing well and running tight meetings. • Build trust quickly with external partners and internal stakeholders, maintaining relationships over time. • Be based in London for the hybrid working model.

• Bring a deep understanding of the vertical SaaS and AI application landscape. • Bring experience designing partner program frameworks including tiering, onboarding, and success metrics. • Bring experience with marketplace listings and partner-led distribution motions. • Bring experience representing a company at industry events, conferences, and partner communities. • Bring existing relationships across the ISV or AI-native software ecosystem. • Inform your recruiter if you need any accommodations for a disability during the application or interview process.

• 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 the commercial and technical foundations for long-term success. • Validate initial product-market fit with new 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 solutions, including co-sell plays, joint account targeting, and field enablement materials. • Drive adoption and distribution of validated integrations through field sales channels, partner-led motions, and marketplace presence. • Track adoption, pipeline contribution, and co-sell performance, refining GTM strategies based on results. • Contribute to the design and evolution of the ISV partner program, including tiering frameworks, onboarding processes, and success metrics. • Build reusable assets such as partner playbooks, joint solution briefs, and field guides that accelerate both MongoDB sellers and ISV partners. • Partner with Sales, Pre-Sales, Product, Marketing, and Legal to align on partner strategy and deliver measurable outcomes. • Represent the ISV partner perspective internally in product roadmap discussions and go-to-market planning. • Represent MongoDB at industry events, conferences, and partner communities.

• Build a partner program from the ground up with meaningful influence over how it takes shape. • Work across both vertical industry ISVs and horizontal AI-native platforms. • Work for a company with over 67,000 customers, including 75% of the Fortune 100 and AI-native startups. • Access fertility assistance and a generous parental leave policy. • Join employee affinity groups within a supportive, enriching culture. • Work hybrid from London.

MongoDB is built for change, empowering customers and employees to innovate at the speed of the market. It has redefined the data platform for the AI era, with a unified data platform that helps organisations modernise legacy workloads, embrace innovation and unleash AI. Its cloud-native platform, MongoDB Atlas, is a globally distributed, multi-cloud data platform available across AWS, Google Cloud and Microsoft Azure. MongoDB has offices worldwide and over 67,000 customers, including 75% of the Fortune 100 and AI-native startups.