We’re looking for a hardworking, driven Principal Partner Specialist with superb energy, passion and initiative to drive partner awareness and channel new business for the fastest growing database on the planet, MongoDB. The Partner Sales team focuses exclusively on formulating and executing a pipeline generation strategy through Partners within assigned territories, resulting in aggressive pipeline growth and new customer acquisition.

We are looking to speak to candidates who are based in Washington D.C. for our hybrid working model.

On a given day in this role you will

• Drive incremental value for the field sales team by engaging with Global and Regional System Integrators and Cloud Partners 


• Develop and execute a strategic SI partner strategy for the Federal and Public Sector region


• Recruit, nurture, and empower partners, resulting in growth opportunities and mutually beneficial relationships


• Proactively prospect, identify, qualify, and grow a sales pipeline through these partners


• Collaborate closely with our Sales team to close business and consistently exceed monthly, quarterly, and annual booking objectives


• Lead engagement initiatives to enhance SI partners’ sales, pre-sales, and delivery capabilities, helping them achieve new certifications and expand their impact


• Facilitate strong collaboration between MongoDB sales teams and cloud partners to deliver on sales strategies


• Partner with cross-functional teams—including Marketing, Sales Enablement, Customer Success, and Solution Architects—to drive pipeline generation and deal progression


• Participate in exclusive enablement programs, including our comprehensive Sales Bootcamp, advanced sales training, and ongoing leadership development

The ideal candidate possesses

• 7+ years of quota-carrying experience generating pipeline and selling through global/regional System Integrators in a complex, matrix sales environment


• Proven ability to clearly articulate the business value of complex enterprise technology


• Demonstrated experience working within large, complex organizations and driving partner ecosystem growth


• History of achieving and exceeding sales quotas or driving significant revenue growth through partnerships


• Solid understanding of technology solutions, applications, platform, and SaaS landscapes, familiarity with databases, DevOps, and open source technology is a plus


• Exceptional communication and interpersonal skills, with the ability to build trust and influence partners, executive leaders, and internal teams with confidence


• BA/BS degree or equivalent experience

About MongoDB

MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the database for the AI era, enabling innovators to create, transform, and disrupt industries with software. MongoDB’s unified database platform—the most widely available, globally distributed database on the market—helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud database and is available across AWS, Google Cloud, and Microsoft Azure.

With offices worldwide and nearly 60,000 customers—including 75% of the Fortune 100 and AI-native startups—relying on MongoDB for their most important applications, we’re powering the next era of software.

Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB. 

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: 4263342431