Director, ISV Partnerships

<p>MongoDB is standing up a dedicated ISV Partnerships function, and this Director role is the leadership seat at the center of that effort. You will own the strategy and execution of MongoDB's ISV partner program across a team of partner managers, covering both industry-specific ISVs in verticals like financial services, healthcare, insurance, retail, and manufacturing, and horizontal AI-native ISVs building platforms and tools that serve builders across industries.</p> <p>This is not a role for someone who wants to manage from a distance. You will set the strategic direction for how MongoDB identifies, activates, and scales ISV partnerships, while staying close enough to the work to directly influence key relationships, shape partner agreements, and coach your team through complex deals. You will be expected to operate as a player-coach: intellectually involved in the most important partnerships, hands-on when the moment calls for it, and consistently raising the bar for what good looks like on your team.</p> <p>This is a greenfield program. You will have real ownership over how it is built, the methodology your team follows, how success is defined and measured, and how the function earns credibility with Sales, Product, and executive leadership. The opportunity is significant for the right leader.</p> <p>This role can be based remotely in the United States.</p> <h3>What You'll Do</h3> <p>Strategy and Program Leadership</p> <ul> <li>Define and own the strategic framework for MongoDB's ISV partner program, including segmentation across vertical and horizontal ISV categories, prioritization criteria, and the GTM approach for each partner tier</li> <li>Build and evolve the program infrastructure: onboarding processes, partner playbooks, co-sell frameworks, success metrics, and the internal operating model that connects ISV partnerships to MongoDB's revenue motion</li> <li>Set the vision for how ISV partnerships contribute to MongoDB's growth, and communicate that vision clearly to executive leadership, cross-functional stakeholders, and your team</li> </ul> <p>Player-Coach Execution</p> <ul> <li>Stay personally engaged in the most strategically important partner relationships, including leading or co-leading negotiations, shaping joint value propositions, and representing MongoDB in senior-level partner conversations</li> <li>Identify early signals of partnership potential or risk across your team's portfolio and step in directly when a deal or relationship needs senior attention</li> <li>Model the behavior you expect from your team, including intellectual rigor in partner evaluation, commercial discipline in deal structuring, and a bias toward outcomes over activity</li> </ul> <p>Team Development</p> <ul> <li>Lead, develop, and retain a team of Partner Managers, providing strategic direction, deal coaching, and career development that helps each person grow into a stronger partnership professional</li> <li>Establish clear expectations for performance, build a culture of accountability, and create space for your team to do their best work without micromanagement</li> <li>Contribute to future team hiring and organizational design as the ISV program scales</li> </ul> <p>Cross-Functional Leadership</p> <ul> <li>Build strong working relationships with Sales, Product, Marketing, and Pre-Sales leadership to align ISV partnership strategy with MongoDB's broader go-to-market priorities</li> <li>Serve as the internal advocate for the ISV partner motion, educating field sellers on how to co-sell with ISV partners and working with Product to influence the roadmap based on partner ecosystem needs</li> <li>Present program performance, strategic priorities, and resource needs to senior leadership on a regular basis</li> </ul> <p>Ecosystem Positioning</p> <ul> <li>Maintain a sharp point of view on the evolving ISV landscape, including which vertical markets and AI-native platforms represent the highest-value partnership opportunities for MongoDB</li> <li>Represent MongoDB externally at industry events, partner summits, and customer conversations to build visibility and accelerate business development</li> </ul> <h3>Who You Are</h3> <ul> <li>Experienced Leader: 10+ years in partnerships, business development, or ISV program management, including at least four years managing a team of partnership professionals at a technology company</li> <li>Strategic and Executional: You can think at a program and portfolio level while remaining credible and effective in individual partner conversations. You do not treat these as separ