Principal Partner Programs Lead

• Build MongoDB's first-of-its-kind ISV partner motion from the ground up — a greenfield opportunity to define how MongoDB goes to market with independent software vendors. • Identify, recruit, and activate high-potential ISV partners across vertical (industry-specific) and horizontal (AI-native) categories. • Source and structure partnership agreements, define joint value propositions, and establish commercial and technical foundations for long-term partnership success. • 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. • Contribute to the design and evolution of MongoDB's ISV partner programme including tiering frameworks, onboarding processes, and success metrics.

• Have 8+ years of experience in business development, partnerships, or ISV programme management with demonstrated experience managing complex partnership initiatives from sourcing through GTM execution. • Understand how enterprise software is bought and sold and know how to translate a technical integration into a field co-sell motion that generates pipeline. • Be energised by greenfield opportunities — comfortable operating with ambiguity before a playbook exists. • Be commercially sharp — able to structure partnership deals, evaluate partner ROI, and make compelling internal cases for prioritisation. • Have enough technical aptitude 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 ranging from ISV founders and field sellers to internal executives. • Be based in London for the hybrid working model.

• Have deep familiarity with the vertical SaaS and AI application landscape. • Have experience building partner programmes or ISV ecosystems from scratch within a high-growth enterprise software company. • Have experience with marketplace presence and partner-led distribution motions. • Have familiarity with databases, developer tooling, or cloud-native technologies.

• Identify, recruit, and activate ISV partners across vertical and horizontal categories. • Structure partnership agreements and establish joint value propositions and commercial foundations. • Validate product-market fit with new ISV partners through early integration work and joint pipeline generation. • Drive ISV partner adoption through field sales channels, co-sell motions, and marketplace presence. • Build reusable partner playbooks, joint solution briefs, and field guides. • Partner with Sales, Pre-Sales, Product, Marketing, and Legal teams to align on partner strategy and deliver measurable outcomes. • Represent MongoDB at industry events and partner communities to build visibility and accelerate partnerships.

• Work in a hybrid pattern from the London office. • Shape a first-of-its-kind ISV partner programme with meaningful influence over how it takes form. • Work with 60,000+ customers including 75% of the Fortune 100 and AI-native startups. • Access fertility assistance and a generous parental leave policy. • Join employee affinity groups and a supportive, enriching company culture.

MongoDB has redefined the database for the AI era — empowering innovators to create, transform, and disrupt industries with software. With offices worldwide and over 60,000 customers relying on MongoDB for their most important applications, the platform powers the next era of software through MongoDB Atlas, the only globally distributed, multi-cloud database available across AWS, Google Cloud, and Microsoft Azure. This Principal Partner Programs Lead role is a founding part of a brand new ISV partner motion at MongoDB.