Director, ISV Partnerships

Rozgoo; New York (NY); Remote; USD 180,000 - 250,000; Full time

Job summary

MongoDB is establishing a dedicated ISV Partnerships function and seeks a Director to lead strategy and execution across a team of partner managers. You will own the ISV partner program from strategy to scale, spanning industry-specific and horizontal AI-native ISVs, and will work closely with Sales, Product, and executive leadership.

You will operate as a player-coach, remaining deeply involved in high-impact partnerships while building scalable processes and metrics to drive revenue motion

Qualifications

• Lead and own strategy for ISV partner program
• Coach and develop a partner management team
• Negotiate and shape joint value propositions with senior partners
• Define success metrics and operating model for partnerships
• Collaborate with Sales, Product, and exec leadership to align on growth goals
• Identify early signals of partnership potential or risk

Responsibilities

• Define and own the strategic framework for MongoDB's ISV partner program across vertical and horizontal categories
• Build and evolve program infrastructure including onboarding, playbooks, co-sell frameworks, metrics, and operating model
• Set the vision for ISV partnerships and communicate it to leadership and stakeholders
• Remain hands-on with the most strategic partnerships and lead or co-lead negotiations
• Monitor portfolio signals and intervene in key deals or relationships as needed
• Model desired behaviors for the team around partner evaluation, deal structuring, and outcomes over activity

Job description

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.

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.

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.

This role can be based remotely in the United States.

What You'll Do

Strategy and Program Leadership

• 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
• 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
• 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

Player-Coach Execution

• 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
• 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
• 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

Team Development

• Lead, develop