Lead and develop a team of Partner Managers, providing clear direction, deal coaching, and the operational oversight needed to move partnerships from signed to active
Own the team's execution against defined program priorities, ensuring partner managers are focused on the right work and removing blockers that slow progress
Stay personally engaged in the most strategically important relationships, stepping in when a deal or moment needs senior attention
Partner Activation
Drive activation and business development across the complementary technology partner portfolio, including AI platforms and frontier labs, agent and workflow frameworks, and developer platforms where builders ship mission critical applications
Push partner relationships from signed agreements to active co-sell motions, joint field engagement, and measurable pipeline contribution
Identify and escalate opportunities or risks across the portfolio that require executive involvement
Cross-Functional Coordination
Serve as the primary point of coordination between Partnerships and the Sales, Product, and Marketing teams that partner programs depend on
Ensure field sellers understand how to co-sell with technology partners and have the materials and context to do it
Work with Product to surface partner ecosystem signals that should inform the roadmap, and with Marketing to execute co-marketing tied to active programs
Program Operations
Identify opportunities for operational efficiency and collaborate with Operations teams to implement process and system improvements
Report on program performance to senior leadership with clarity and regularity, flagging what's working, what isn't, and what's needed to close gaps
Requirements
Experienced Leader: 12+ years in partnerships or business development at a technology company, including at least 5 years managing a team of partnership professionals
Execution-Oriented: You are energized by turning strategy into outcomes. You know how to hold a team accountable, move deals forward, and keep multiple programs on track simultaneously
Cross-Functional Operator: You are effective at coordinating across Sales, Product, and Marketing. You know how to build alignment without owning every workstream
Player-Coach: You stay close to the work. You bring your own credibility to complex partner conversations and understand that senior involvement often unlocks progress your team cannot reach alone
Technically Fluent: You understand how AI applications are built well enough to have credible conversations with technical partners and product leaders
Clear Communicator: You write and speak with clarity. You can present program status and priorities to senior leadership in a way that is direct, grounded, and actionable
About MongoDB
With offices worldwide and over 670,000 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.
MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation du
Benefits
Parental leave
Additional Information
MongoDB has an active and growing technology partner ecosystem spanning frontier AI labs, agent frameworks, hyperscalers, and developer platforms. This Director role is focused on executing against that strategy and leading the team responsible for turning partner relationships into business outcomes.
You will manage a team of Partner Managers, drive day-to-day execution across the portfolio, and serve as the connective tissue between Partnerships, Sales, Product, and Marketing. The strategy is in place. What we need is a leader who can run it.
Mongodb · San Francisco