---
title: 'Principal Partner Programs Lead at MongoDB'
canonical: 'https://feeny.ai/job/principal-partner-programs-lead-mongodb-london-1w8ctbcvnv3c'
type: 'job'
last_seen: '2026-09-06'
---

# Principal Partner Programs Lead at MongoDB

- **Company:** MongoDB
- **Location:** London, United Kingdom
- **Work type:** remote
- **Posted:** 2026-05-22
- **Last confirmed live:** 2026-09-06
- **Apply:** https://www.mongodb.com/careers/job/?gh_jid=7942147

## Job description

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.

We are looking to speak to candidates who are based in London for our hybrid working model.

## What You'll Do

ISV Partnership Development

- 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

## Who You Are

- Experienced: 8+ 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 field distribution Deliver first quick wins
- 12 Months: Demonstrate measurable business impact through ISV partner-influenced pipeline, validated integrations, and a scalable co-sell motion. Contribute meaningfully to the broader ISV program framework

## About MongoDB

MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the data platform for the AI era, enabling builders to create, transform, and disrupt industries with software. MongoDB’s unified data platform, the most widely available, globally distributed data platform on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud data platform and is available across AWS, Google Cloud, and Microsoft Azure.

With offices worldwide and over 67,000 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,](https://www.mongodb.com/company) guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.

To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. [From employee affinity groups, to fertility assistance and a generous parental leave policy](https://www.mongodb.com/company/blog/culture/employee-benefits-that-make-a-difference-at-mongodb), we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys.[Learn more about what it’s like to work at MongoDB](https://www.mongodb.com/blog/channel/culture), and help us make an impact on the world!

MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.

MongoDB is an equal opportunities employer.

Req ID: 2273450145

## About MongoDB

## Company Overview
- **One-liner**: MongoDB provides a modern, multi-cloud data platform that enables organizations to build, deploy, and run data-intensive applications at scale.
- **Entity Type**: Public (NASDAQ: MDB)
- **Headquarters**: New York, USA
- **Founded**: 2007 (as 10gen; renamed MongoDB in 2013)
- **Founders**: Dwight Merriman, Eliot Horowitz, Kevin Ryan

## Core Business
- **Primary industry**: Database software and data platform (document-oriented NoSQL, multi-cloud, AI‑ready)
- **Target customers**: B2B – enterprises, SMBs, and individual developers; also B2C via embedded applications
- **Mission**: “Unleash the power of software and data” [[mongodb.com/company](https://www.mongodb.com/company?jmp=footer)]

## Products & Services
- **MongoDB Atlas** – Fully managed, multi-cloud database service (AWS, Azure, GCP) with built‑in analytics, serverless, and vector search capabilities. [[mongodb.com](https://www.mongodb.com/)]
- **MongoDB Enterprise Advanced** – Self‑managed database for on‑premises or private cloud deployments, with enterprise‑grade security and support.
- **MongoDB Community Server** – Free, open‑source document database for development and small‑scale production.
- **MongoDB Atlas Search & Vector Search** – Integrated search and AI‑driven vector capabilities on the same data platform.
- **MongoDB Realm / Device Sync** (legacy) – Mobile and edge data synchronization (superseded by Atlas Device SDKs).

## Market Standing
- **Valuation/Market Cap**: Not publicly available from provided sources (publicly traded; refer to stock exchange data).
- **Key Metric**: Annual revenue – reported in SEC filings (10‑K for fiscal year ended January 31, 2025) [[investors.mongodb.com](https://investors.mongodb.com/static-files/2e35ada9-36d6-4ea2-a03a-bbba3b559770)].
- **Notable Investors/Partners**: 1,000+ technology and service partners; over 67,000 customers across industries [[mongodb.com/company](https://www.mongodb.com/company?jmp=footer)].
- **Growth Signals**:
  - 5,550 total employees (as of mid‑2026) [[builtin.com](https://builtin.com/company/mongodb/faq/culture-values)]
  - 175,000+ builders (developers) joining the platform every month [[mongodb.com/company](https://www.mongodb.com/company?jmp=footer)]
  - Named “Best Place to Work in 2026” by Built In (Large Companies) [[builtin.com](https://builtin.com/company/mongodb/faq/culture-values)]
  - Recognized as a Leader in the 2025 Gartner® Magic Quadrant™ for Cloud Database Management Systems (4th consecutive year) [[mongodb.com/company](https://www.mongodb.com/company?jmp=footer)]

## Competitive Advantages
- **Document model flexibility** – Schema‑less design allows rapid iteration and handling of diverse data types.
- **Multi‑cloud native** – Same developer experience across AWS, Azure, and GCP, reducing lock‑in.
- **Developer‑centric ecosystem** – Rich drivers, tools (Compass, Shell, VS Code extension), and a large community.
- **AI‑ready platform** – Native vector search and retrieval‑augmented generation (RAG) capabilities for generative AI workloads.
- **Strong partner & customer base** – Thousands of partners and a massive installed base (67k+ customers) create network effects.

## Strategic Focus
- **AI and vector workloads** – Deepening support for AI/ML use cases (vector search, RAG, Atlas for generative AI).
- **Hybrid and flexible work** – Offering in‑office, flexible (1–2 days per week), fully remote, and customer‑facing remote models to attract top talent [[mongodb.com/company/careers](https://www.mongodb.com/company/careers)].
- **Sustainability** – Reducing waste and carbon footprint (e.g., 58% waste reduction in FY24, 100% LED office lighting) [[mongodb.com/company](https://www.mongodb.com/company?jmp=footer)].
- **Developer education & ecosystem growth** – Expanding free tier, certifications, and community programs to drive platform adoption.

## Why Work Here
- **Culture & values**: Guided by principles like “Build Together,” “Make it Matter,” “Own What You Do,” and “Be Intellectually Honest” [[mongodb.com/company/careers](https://www.mongodb.com/company/careers)].
- **Inclusion**: Active Diversity, Equity & Inclusion programs and Employee Resource Groups (e.g., Veterans ERG) [[mongodb.com/company/careers](https://www.mongodb.com/company/careers)].
- **Flexible work models**: Options for in‑office, flexible hybrid, fully remote, and customer‑facing remote; 14 offices globally [[builtin.com](https://builtin.com/company/mongodb/faq/culture-values)].
- **Benefits**: Competitive compensation, plus benefits across four pillars – physical, emotional, financial, and family & community [[mongodb.com/company/careers](https://www.mongodb.com/company/careers)].
- **Career growth**: Leadership development programs, mentorship for students/graduates, and a “think big, go far” ethos.

## Sources
1. [MongoDB Careers Page](https://www.mongodb.com/company/careers)
2. [MongoDB About Page](https://www.mongodb.com/company?jmp=footer)
3. [MongoDB Homepage](https://www.mongodb.com/)
4. [MongoDB 10‑K (March 2025)](https://investors.mongodb.com/static-files/2e35ada9-36d6-4ea2-a03a-bbba3b559770)
5. [MongoDB Culture on Built In](https://builtin.com/company/mongodb/faq/culture-values)

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