Principal Partner Programs Lead

Role Overview

We are building a first-of-its-kind ISV partner motion at MongoDB, and this role is a founding part of that effort. As Sr. Partner Manager for ISVs, you will own the identification, development, and scaling of partnerships with independent software vendors across two key categories: industry-specific ISVs building vertical applications in markets like financial services, healthcare, insurance, retail, and manufacturing, and horizontal AI-native ISVs developing platforms and tools that serve builders across industries.

This is a greenfield opportunity. You will help shape the program from the ground up, define how MongoDB goes to market with ISV partners, and build a repeatable playbook that scales. You will move from initial outreach and product-market fit validation through to field distribution and co-sell execution with MongoDB's sales organization. This role requires a rare combination of business development instinct, commercial acumen, and the ability to work cross-functionally in a fast-moving environment.

We are looking to speak to candidates who are based in London for our hybrid working model.

• Identify, recruit, and activate high-potential ISV partners across both vertical (industry-specific) and horizontal (AI-native) categories, prioritizing 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 refining GTM strategies based on results.

• Contribute to the design and evolution of MongoDB's ISV partner program, including tiering frameworks, onboarding processes, and success metrics. This is a new motion for the company and you will have meaningful influence over how it takes shape.
• Build reusable assets such as partner playbooks, joint solution briefs, and field guides that accelerate the productivity of both MongoDB sellers and ISV partners.

• Partner closely with MongoDB's Sales, Pre-Sales, Product, Marketing, and Legal teams to align on partner strategy, drive joint initiatives, and deliver measurable outcomes.
• 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, including how ISVs build, distribute, and scale in the markets MongoDB serves.
• Represent MongoDB at relevant industry events, conferences, and partner communities to build visibility and accelerate partnership development.

• Experienced: 8+ years in business development, partnerships, or ISV program management, with demonstrated experience managing complex partnership initiatives from sourcing through GTM execution.
• GTM-Oriented:
  You understand how enterprise software is bought and sold, and you know how to translate a technical integration into a field co-sell motion that generates pipeline.
• Builder Mentality:
  You are energized by greenfield opportunities. You do not wait for a playbook to exist before taking action, and you are comfortable operating with ambiguity.
• Commercially Sharp:
  You can structure a partnership deal, evaluate partner ROI, and make a compelling internal case for which partners to prioritize and why.
• Technically Fluent:
  You have enough technical aptitude to understand how ISVs build on data platforms and what makes an integration compelling to developers and enterprise buyers alike.
• Collaborative Communicator:
  You communicate clearly and credibly with audiences ranging from ISV founders and field sellers to internal executives, you write well and run tight meetings.
• Relationship-Driven:
  You build trust quickly with external partners and internal stakeholders and maintain strong relationships over time.

• 3 Months:
  Develop a strong working knowledge of MongoDB's product, sales motion, and existing ecosystem. Identify and prioritize a first wave of ISV partner targets across both vertical and horizontal categories. Begin outreach and early conversations.
• 6 Months:
  Activate initial ISV partnerships with defined joint value propositions and early co-sell plans. Establish working relationships with key Sales stakeholders to begin field…