Principal, Strategic Partnerships

MongoDB’s mission is to empower innovators to create, transform, and disrupt industries by unleashing the power of software and data. We enable organizations of all sizes to easily build, scale, and run modern applications by helping them modernize legacy workloads, embrace innovation, and unleash AI. Our industry-leading developer data platform, MongoDB Atlas, is the only globally distributed, multi-cloud database and is available in more than 115 regions across AWS, Google Cloud, and Microsoft Azure. Atlas allows customers to build and run applications anywhere—on premises, or across cloud providers. With offices worldwide and over 175,000 new developers signing up to use MongoDB every month, it’s no wonder that leading organizations, like Samsung and Toyota, trust MongoDB to build next-generation, AI-powered applications.

The Role

We’re looking for an experienced and innovative business development and partnerships specialist to help accelerate MongoDB’s vision by building and scaling high-impact partnerships with strategic and complementary AI infrastructure providers. This includes frameworks, hyperscalers, observability platforms, model labs, and other technologies that empower developers to build modern AI applications. This is a high-impact role requiring expertise in partnership development, technical acumen, and the ability to collaborate across teams and organizations. The position is remote and open to candidates located in North America.

This role will be based remotely in California. 

What You’ll Do

• Ecosystem Strategy: Develop a deep understanding of the AI infrastructure landscape, including hyperscalers, observability platforms, frameworks, model labs, and developer tools; Collaborate with internal teams to define priorities and strengthen MongoDB’s partnerships with these key players
• Partnership Development: Identify, recruit, and activate strategic partnerships across complementary AI infrastructure; Negotiate effective deal structures and maintain MongoDB’s relevance and prominence within these ecosystems
• Partner Success: Design and lead initiatives that drive adoption of validated integrations, ensure high-quality results, and maintain strong alignment with partner and MongoDB goals
• Cross-Functional Collaboration: Work with teams across MongoDB—including Product, Sales, Pre-Sales, Marketing, and Legal—alongside partner organizations, to deliver impactful outcomes through technical validations, joint roadmaps, and exceptional developer experiences
• Measurement of Success: Establish metrics to measure the effectiveness of AI-focused ecosystem partnerships and report on MongoDB’s impact on top-of-funnel growth; Refine strategies based on data-driven insights
• Community Engagement: Represent MongoDB at relevant industry events, conferences, and communities, ensuring resources and content are accessible to target audiences

Who You Are

• Experienced: 8+ years of experience in business development, partnerships, product management, or program management, with a demonstrated ability to manage complex technical initiatives from ideation to execution
• Strategic & Tactical: Proven ability to think both at a high level and dive into details to solve problems and create opportunities
• Skilled Negotiator: Experience negotiating complex agreements with partners and driving their implementation to deliver exceptional outcomes
• Technically Strong: You have a technical aptitude to understand AI infrastructure workflows and developer ecosystems, paired with analytical skills that help guide decision-making
• Collaborative Communicator: Strong verbal and written communication skills—tailored to engage audiences ranging from developers to executives across internal and external teams
• Program Leader: Proven ability to align stakeholders, direct cross-functional processes, and execute high-value initiatives that drive measurable results
• Self-Starter: You thrive in fast-paced environments, take ownership of initiatives, and can independently deliver results while rallying others around high-priority opportunities

Success Measures

• 3 Months: Gain a deep understanding of MongoDB’s products, ecosystem strategy, and internal workflows while building relationships with key stakeholders for 2-3 known priority workstreams
• 6 Months: Establish an internal working team, prioritize initial partnerships, initiate outreach, define joint value propositions, and execute on some quick wins
• 12 Months: Successfully lead multiple cross-functional initiatives, demonstrating measurable business impact and meaningful adoption through key AI infrastructure partnerships

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, 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, 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, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Req ID: 3263261495