About the Role
This role focuses on making MongoDB a leader in the AI infrastructure space by owning the end-to-end relationships with frontier model lab partners. This includes building executive relationships, enhancing the developer experience through deeper product integrations, and driving Go-To-Market (GTM) execution on joint initiatives that deliver measurable outcomes for both MongoDB and its partners.
This is a senior individual contributor position, requiring the ability to operate at an executive level with external partners while simultaneously fostering internal alignment across Product, Engineering, Sales, and Marketing. The ideal candidate will possess sharp strategic instincts, credibility, and tenacity to navigate and succeed within complex organizational structures.
What You’ll Do
- Executive Relationship Management
- Own executive and senior-level relationships with MongoDB’s frontier AI lab partners, acting as the primary point of contact and long-term relationship owner.
- Develop a deep understanding of each partner’s platform direction, product priorities, and ecosystem strategy to identify synergistic opportunities.
- Represent MongoDB credibly in senior partner discussions, including product roadmap, joint GTM planning, and executive business reviews.
- Integration and Developer Experience
- Collaborate with MongoDB’s Product and Engineering teams to identify, prioritize, and drive integrations that enhance the developer experience for building AI applications using both platforms.
- Serve as the voice of the partner ecosystem within MongoDB, surfacing developer experience gaps and integration opportunities to inform the product roadmap.
- Ensure MongoDB is well-represented in partner documentation, recommendations, and solution demonstrations to their developer communities.
- GTM and Joint Initiative Execution
- Develop and execute joint go-to-market initiatives with frontier lab partners, including co-marketing programs, joint solution positioning, and field engagement to drive adoption and expansion.
- Identify synergistic opportunities where partner platform reach can accelerate MongoDB adoption, building business cases and execution plans.
- Track and report on the business impact of each partnership, including developer adoption signals, pipeline influence, and co-sell contribution.
- Internal Alignment
- Coordinate across Sales, Product, Marketing, and Engineering to ensure MongoDB fulfills partner commitments and maximizes relationship value.
- Integrate external partner intelligence into internal planning cycles, linking insights from frontier labs to MongoDB’s roadmap, field strategy, and messaging.
Who You Are
- Experienced: 12+ years in partnerships, business development, or product strategy at a technology company, with a proven track record of managing high-stakes, complex executive-level relationships.
- Technically Credible: Possess a deep understanding of AI application architecture to engage in substantive product conversations with engineers and product leaders at frontier AI companies.
- Strategically Sharp: Able to anticipate partner platform directions, identify MongoDB's role, and build compelling cases for collaborative success.
- Executional: Proficient in driving complex initiatives through large organizations, building internal coalitions, ensuring accountability, and achieving outcomes without direct authority.
- Executive Presence: Comfortable and effective at the senior leadership level, both externally with partner executives and internally with MongoDB’s leadership.
- Clear and Direct: Communicates with precision, capable of writing crisp executive briefs, conducting effective business reviews, and translating complex partner dynamics into clear points of view.
Success Measures
3 Months
- Deep familiarity with MongoDB’s AI partner ecosystem, product direction, and internal stakeholders.
- Executive relationships established with priority frontier lab partners.
- Initial integration gaps and GTM opportunities identified and socialized internally.
6 Months
- Active joint initiatives in motion with at least two frontier lab partners.
- Integration priorities aligned with MongoDB Product.
- Early signals of partner-driven developer adoption and pipeline influence.
12 Months
- Measurable impact from frontier lab partnerships: developer adoption, co-sell contribution, and integration depth that positions MongoDB as the clear choice for builders on these platforms.
- Strong, trusted executive relationships providing MongoDB strategic visibility into partner platform evolution.