Principal Partner Programs Lead

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.

What You'll Do

ISV Partnership Development

• 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

Partner Scaling and Field Distribution

• 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

Program Building

• 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

Cross-Functional Collaboration

• 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

Ecosystem Awareness

• 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

Who You Are

• 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 ene