Principal, Strategic AI Partnerships

MongoDB•San Francisco, CA

2d•Hybrid

About The Position

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. To start, this individual will lead the strategy and execution of technical and GTM partnerships with AI-forward platforms, such as Vercel, Lovable, and Replit, that empower developers and agents to build AI and agentic applications on MongoDB as their backend database. They will source and structure integrations, define joint value propositions, and drive co-selling motions to make MongoDB the default data layer across the AI platform ecosystem. This is a high-impact role requiring expertise in partnership development, technical acumen, and the ability to collaborate across teams and organizations. We're looking to speak with candidates based in the San Francisco Bay Area for our hybrid working model.

Requirements

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

Responsibilities

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