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
Requirements
Experienced: 6+ 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 energized by greenfield opportunities. You do not wait for a playbook to exist before taking action, and you are comfortable operating with ambiguity
Commercially Sharp: You can structure a partnership deal, evaluate partner ROI, and make a compelling internal case for which partners to prioritize and why
Technically Fluent: You have enough technical aptitude to understand how ISVs build on data platforms and what makes an integration compelling to developers and enterprise buyers alike
Collaborative Communicator: You communicate clearly and credibly with audiences ranging from ISV founders and field sellers to internal executives. You write well and run tight meetings
Relationship-Driven: You build trust quickly with external partners and internal stakeholders and maintain strong relationships over time
Success Measures
3 Months: Develop a strong working knowledge of MongoDB's product, sales motion, and existing ecosystem. Identify and prioritize a first wave of ISV partner targets across both vertical and horizontal categories. Begin outreach and early conversations
6 Months: Activate initial ISV partnerships with defined joint value propositions and early co-sell plans. Establish working relationships with key Sales stakeholders to begin f
Benefits
Health insuranceRemote work options
Additional Information
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.
The position is remote and open to candidates located in New York City, NY.
Mongodb · New York City