Senior Manager, Sales Plays & Offerings

MongoDB's partner ecosystem — systems integrators, ISVs, and major cloud providers — is a strategic growth engine. This role designs joint go-to-market motions that turn partner relationships into pipeline and revenue. Reporting to the VP of Partner Strategic Operations, you will act as a connective layer between Partnerships, Sales, Enablement, and Programs.

• Build sales plays and joint offerings with priority ISVs, SIs, and cloud partners, defining value proposition, target segment, competitive positioning, and playbook.
• Partner with Product Marketing, Solutions Engineering, and partner counterparts to validate technical integration stories.
• Prioritize plays based on market opportunity, partner readiness, and alignment to MongoDB's strategic pillars (e.g., AI, migrations, industry verticals).
• Own the lifecycle of each play from concept through launch, iteration, and retirement.
• Drive partner and field enablement by translating plays into pitch decks, battlecards, demo scripts, certification content, and objection handling.
• Support enablement delivery through partner kickoffs, webinars, and regional sales cadences.
• Define KPIs and success metrics (pipeline generated, co-sell attach rate, win rate, cycle time, partner adoption/certification rates).
• Build and maintain dashboards and reporting cadences (MBRs, QBRs).
• Align incentives with the Partner Programs lead, evaluating SPIFs, MDF, rebates, and program-tier benefits.

• 7+ years of experience in partner/channel strategy, partner marketing, GTM strategy, or partner programs at a B2B SaaS or infrastructure/data company.
• Track record of building and launching joint go-to-market motions or sales plays that generated measurable partner-sourced or partner-influenced pipeline.
• Experience partnering with enablement functions to translate strategy into field-ready content.
• Comfort with data: define KPIs, build reporting/dashboards (Salesforce, Tableau, or similar).
• Familiarity with partner incentive structures (SPIFs, MDF, rebates) and ROI evaluation.
• Executive presence and strong cross-functional influence.

• Experience with partner ecosystem.
• Background in database, cloud infrastructure, or developer-focused technology.
• Prior experience supporting Partner Programs or Partner Operations on incentive design.

• A defined, prioritized portfolio of active sales plays and joint offerings.
• A repeatable enablement handoff process.
• A live reporting cadence (dashboard + QBR).
• At least one incentive recommendation adopted.

MongoDB is a data platform for the AI era, with MongoDB Atlas available across AWS, Google Cloud, and Microsoft Azure. Over 67,000 customers, including 75% of the Fortune 100, rely on MongoDB.

Base salary range for this role in the U.S. is $112,000—$220,000 USD.