MongoDB is standing up a dedicated ISV Partnerships function, and this Director role is the leadership seat at the center of that effort. You will own the strategy and execution of MongoDB's ISV partner program across a team of partner managers, covering both industry-specific ISVs in verticals like financial services, healthcare, insurance, retail, and manufacturing, and horizontal AI-native ISVs building platforms and tools that serve builders across industries.
This is not a role for someone who wants to manage from a distance. You will set the strategic direction for how MongoDB identifies, activates, and scales ISV partnerships, while staying close enough to the work to directly influence key relationships, shape partner agreements, and coach your team through complex deals. You will be expected to operate as a player-coach: intellectually involved in the most important partnerships, hands-on when the moment calls for it, and consistently raising the bar for what good looks like on your team.
This is a greenfield program. You will have real ownership over how it is built, the methodology your team follows, how success is defined and measured, and how the function earns credibility with Sales, Product, and executive leadership. The opportunity is significant for the right leader.
This role can be based remotely in the United States.
What You'll Do
Strategy and Program Leadership
- Define and own the strategic framework for MongoDB's ISV partner program, including segmentation across vertical and horizontal ISV categories, prioritization criteria, and the GTM approach for each partner tier
- Build and evolve the program infrastructure: onboarding processes, partner playbooks, co-sell frameworks, success metrics, and the internal operating model that connects ISV partnerships to MongoDB's revenue motion
- Set the vision for how ISV partnerships contribute to MongoDB's growth, and communicate that vision clearly to executive leadership, cross-functional stakeholders, and your team
Player-Coach Execution
- Stay personally engaged in the most strategically important partner relationships, including leading or co-leading negotiations, shaping joint value propositions, and representing MongoDB in senior-level partner conversations
- Identify early signals of partnership potential or risk across your team's portfolio and step in directly when a deal or relationship needs senior attention
- Model the behavior you expect from your team, including intellectual rigor in partner evaluation, commercial discipline in deal structuring, and a bias toward outcomes over activity
Team Development
- Lead, develop, and retain a team of Partner Managers, providing strategic direction, deal coaching, and career development that helps each person grow into a stronger partnership professional
- Establish clear expectations for performance, build a culture of accountability, and create space for your team to do their best work without micromanagement
- Contribute to future team hiring and organizational design as the ISV program scales
Cross-Functional Leadership
- Build strong working relationships with Sales, Product, Marketing, and Pre-Sales leadership to align ISV partnership strategy with MongoDB's broader go-to-market priorities
- Serve as the internal advocate for the ISV partner motion, educating field sellers on how to co-sell with ISV partners and working with Product to influence the roadmap based on partner ecosystem needs
- Present program performance, strategic priorities, and resource needs to senior leadership on a regular basis
Ecosystem Positioning
- Maintain a sharp point of view on the evolving ISV landscape, including which vertical markets and AI-native platforms represent the highest-value partnership opportunities for MongoDB
- Represent MongoDB externally at industry events, partner summits, and customer conversations to build visibility and accelerate business development
Who You Are
- Experienced Leader: 10+ years in partnerships, business development, or ISV program management, including at least four years managing a team of partnership professionals at a technology company
- Strategic and Executional: You can think at a program and portfolio level while remaining credible and effective in individual partner conversations. You do not treat these as separate skills
- Player-Coach: You are not a manager who delegates and monitors. You stay in the work, bring your own expertise to bear on complex situations, and understand that your direct involvement often unlocks outcomes your team cannot reach alone
- Program Builder: You have built or significantly scaled a partner program before. You know what the foundation needs to look like, how to sequence the work, and how to earn internal buy-in for a new motion
- Commercially Sophisticated: You have structured complex partnership agreements, understand co-sell economics, and can evaluate partner ROI in a way that stands up to scrutiny from Finance and Sales leadership
- Talent Developer: You take the growth of your team seriously. You give direct feedback, invest in developing people's skills, and create an environment where strong performers want to stay
- Executive Communicator: You write and speak with clarity at the executive level. You can distill a complex partner portfolio into a clear strategic narrative and present it confidently to senior leadership
Success Measures
- 3 Months: Develop a strong grasp of MongoDB's product, sales motion, and competitive position. Assess the existing state of ISV partnerships and opportunities. Establish working relationships with key internal stakeholders. Define initial program priorities and communicate them to your team and leadership
- 6 Months: Activate a first cohort of high-priority ISV partnerships with defined value propositions and early co-sell plans in motion. Establish team operating rhythm, performance expectations, and early program infrastructure. Begin demonstrating partner-influenced pipeline
- 12 Months: Deliver measurable business impact through ISV partner pipeline contribution, validated co-sell plays, and a growing set of active field relationships. Have a clear program framework in place with buy-in from Sales and Product leadership. Build and retain a high-performing team
About MongoDB
MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the database for the AI era, enabling innovators to create, transform, and disrupt industries with software. MongoDB’s unified database platform, the most widely available, globally distributed database on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud database and is available across AWS, Google Cloud, and Microsoft Azure.
With offices worldwide and over 60,000 customers, including 75% of the Fortune 100 and AI-native startups, relying on MongoDB for their most important applications, we’re powering the next era of software.
Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.
To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy, we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at MongoDB, and help us make an impact on the world!
MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.
MongoDB, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
Req ID: 2273450144