Principal Partner Programs Lead

ABOUT THE ROLE We're building a pioneering ISV partner motion at MongoDB, and this role is a founding part of that effort. As Sr. Partner Manager for ISVs, you'll own the identification, development, and scaling of partnerships with independent software vendors across two key categories: industry-specific ISVs building vertical applications and horizontal AI-native ISVs developing platforms and tools. WHAT YOU'LL DO As a Sr. Partner Manager for ISVs, you'll be responsible for shaping the program from the ground up, defining how MongoDB goes to market with ISV partners, and building a repeatable playbook that scales. Your role will involve: Identifying, recruiting, and activating high-potential ISV partners across both vertical and horizontal 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. 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. WHAT YOU'LL NEED To succeed in this role, you'll need: 8+ years of experience in business development, partnerships, or ISV program management, with demonstrated experience managing complex partnership initiatives from sourcing through GTM execution. A deep understanding of how enterprise software is bought and sold, and the ability to translate a technical integration into a field co-sell motion that generates pipeline. A builder mentality, with the ability to operate with ambiguity and drive results in a greenfield environment. Commercial acumen, with the ability to structure partnership deals, evaluate partner ROI, and make a compelling internal case for which partners to prioritize and why. Technical fluency, with a strong understanding of how ISVs build on data platforms and what makes an integration compelling to developers and enterprise buyers alike. Excellent communication and relationship-building skills, with the ability to build trust quickly with external partners and internal stakeholders. WHY REMOTE We're looking for candidates