Director, ISV Partnerships

1 week, 1 day ago
Full-time
Lead
Sales and Business Development
MongoDB

MongoDB

MongoDB provides a developer data platform that simplifies data management and accelerates application development, enabling businesses to leverage modern database technology for innovative solutions across various industries.

Internet Software & Services
1K-5K
Founded 2007

Description

  • Define and own the strategic framework for MongoDB’s ISV partner program, including segmentation, prioritization, and go-to-market approach by partner tier.
  • Build and evolve program infrastructure such as onboarding, partner playbooks, co-sell frameworks, success metrics, and operating models.
  • Set and communicate the vision for how ISV partnerships contribute to MongoDB’s growth to executive leadership and cross-functional stakeholders.
  • Stay directly engaged in the most strategically important partner relationships, including leading or co-leading negotiations and shaping joint value propositions.
  • Identify early signals of partnership potential or risk and step in directly when deals or relationships need senior attention.
  • Lead, develop, coach, and retain a team of Partner Managers.
  • Establish performance expectations, accountability, and a team culture that supports strong execution.
  • Contribute to future hiring and organizational design as the ISV program scales.
  • Build strong working relationships with Sales, Product, Marketing, and Pre-Sales leadership to align partnership strategy with go-to-market priorities.
  • Serve as an internal advocate for the ISV motion, including educating sellers on co-selling and influencing product roadmap priorities based on ecosystem needs.
  • Present program performance, strategic priorities, and resource needs to senior leadership on a regular basis.
  • Represent MongoDB externally at industry events, partner summits, and customer conversations to build visibility and business development opportunities.

Requirements

  • 10+ years of experience in partnerships, business development, or ISV program management.
  • At least 4 years of experience managing a team of partnership professionals at a technology company.
  • Experience building or significantly scaling a partner program.
  • Ability to operate at both a program/portfolio level and in individual partner conversations.
  • Experience structuring complex partnership agreements and understanding co-sell economics.
  • Ability to evaluate partner ROI in a way that stands up to scrutiny from Finance and Sales leadership.
  • Strong executive communication skills, including clear writing and speaking at senior levels.
  • Experience developing talent through direct feedback, coaching, and career development.
  • Comfort working as a player-coach who stays hands-on in complex situations.
  • Experience in a technology company and familiarity with internal cross-functional leadership across Sales, Product, Marketing, and Pre-Sales.
  • Preferred: experience with vertical ISVs and AI-native platforms, or building partner motions in similar ecosystem categories.

Benefits

  • Base salary range of $162,000–$203,000 USD for U.S.-based candidates.
  • Equity as part of the total compensation package.
  • Employee stock purchase program.
  • Flexible paid time off.
  • 20 weeks of fully paid gender-neutral parental leave.
  • Fertility and adoption assistance.
  • 401(k) plan.
  • Mental health counseling and access to transgender-inclusive health insurance coverage.

Interested in this position?

Apply directly on the company website

Apply Now

Similar Roles

Director of Retail, LATAM

OURA 251-1K Health Care Providers & Services

Oura is hiring a Director of Retail, LATAM to lead retail expansion, sales performance, and partner growth across Latin America for its connected health products.

42 minutes ago

Partnership Manager (3rd Party Solutions)

Talentgrator 11-50 Hotels, Restaurants & Leisure

A distributed iGaming technology company is seeking a partnerships and vendor operations professional to manage external vendor relationships and support the performance of its SaaS platform and digital product ecosystem.

Confluence JIRA
1 hour, 34 minutes ago

Regional Sales and Agency Manager

Flix SE 1001-5000 Travel tech

Flix is hiring a Regional Sales and Agency Manager to oversee sales locations in the Southern Region and drive operational performance, customer experience, and business growth.

Salesforce
1 hour, 42 minutes ago

Senior Manager, Strategic Partnerships – Financial Institutions (Taiwan & China)

Agoda 10K-50K Consumer Services

Agoda is hiring a Senior Manager/Senior Area Manager, Strategic Partnerships to lead Taiwan’s financial institution partnership strategy, manage key partner relationships, and drive commercial growth through cross-functional execution.

E-commerce SQL Tableau
1 hour, 57 minutes ago

You're on a roll! Sign up now to keep applying.

Sign Up

Already have an account? Log in

Used by 14,729+ remote workers