Principal Business Development Manager, Frontier AI Labs

What You’ll Do

Executive Relationship Management

• Own the executive and senior-level relationships with MongoDB’s frontier AI lab partners, operating 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, and use that knowledge to identify where MongoDB can win together
• Represent MongoDB credibly and with authority in senior partner conversations, including product roadmap discussions, joint GTM planning, and executive business reviews

Integration and Developer Experience

• Partner with MongoDB’s Product and Engineering teams to identify, prioritize, and drive integrations that improve how developers build AI applications using both platforms together
• Serve as the voice of the partner ecosystem inside MongoDB, surfacing developer experience gaps and integration opportunities that should inform the product roadmap
• Ensure MongoDB is well-represented in how frontier lab partners document, recommend, and demonstrate solutions 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 that drives adoption and expansion
• Identify synergistic opportunities where partner platform reach can accelerate MongoDB adoption, and build the business case and execution plan to pursue them
• 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 is executing against partner commitments and maximizing each relationship
• Bring external partner intelligence into internal planning cycles, connecting what you are hearing from the 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 track record of managing high-stakes, complex relationships at the executive level
• Technically Credible: You understand AI application architecture well enough to have substantive product conversations with engineers and product leaders at frontier AI companies. You don’t need to build it, but you need to understand it deeply
• Strategically Sharp: You can read where a partner’s platform is going before it is obvious, identify where MongoDB fits in that future, and build a compelling case for why winning together is the right path
• Executional: You know how to move complex initiatives through large organizations. You build internal coalitions, hold workstreams accountable, and drive outcomes without relying on direct authority
• Executive Presence: You are comfortable and effective at the senior leadership level, both externally with partner executives and internally with MongoDB’s own leadership
• Clear and Direct: You communicate with precision. You can write a crisp exec brief, run a tight business review, and translate complex partner dynamics into a clear point 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 makes MongoDB the clear choice for builders on these platforms. Strong, trusted executive relationships that give MongoDB strategic visibility into where these platforms are going

Compensation

MongoDB’s base salary range for this role is posted below. Compensation at the time of offer is unique to each candidate and based on a variety of factors such as skill set, experience, qualifications, and work location. Salary is one part of MongoDB’s total compensation and benefits package. Other benefits for eligible employees may include: equity, participation in the employee stock purchase program, flexible paid time off, 20 weeks fully-paid gender-neutral parental leave, fertility and adoption assistance, 401(k) plan, mental health counseling, access to transgender-inclusive health insurance coverage, and health benefits offerings. Please note, the base salary range listed below and the benefits in this paragraph are only applicable to U.S.-based candidates.