Senior Manager, Marketplace Operations

As the Sr. Manager of Marketplace Operations, you will own the end-to-end "Order-to-Cash" (OTC) strategy for MongoDB’s most critical growth engine. You are a "manager of managers," tasked with unifying the billing and collections functions into a single, high-efficiency Marketplace Center of Excellence. You will own the daily financial operations of MongoDB’s cloud marketplace business across AWS, Azure, and GCP. Ensure seamless integration between partner portals and internal finance systems while safeguarding transaction accuracy, revenue integrity, and operational continuity. Proactively identify risks and implement scalable solutions as transaction volumes grow. Based in our Gurugram office, you will sit at the intersection of Finance, Sales Operations, and Cloud Engineering. You aren't just managing a ledger; you are managing the financial health of our most critical growth channel, ensuring that high-volume marketplace transactions are billed accurately and collected with surgical precision. We are looking to speak to candidates who are based in Gurugram for our hybrid working model. What You’ll Do - Strategic Leadership: Define the vision and operational roadmap for the Global Marketplace Finance team, ensuring that billing accuracy and collection velocity keep pace with our hyper-growth - Oversee Marketplace Billing Operations: Lead the team responsible for the complex "Top of Funnel" financial activities. This includes ensuring the integrity of usage-based metering, validating private offer contracts, and managing the monthly invoicing cycle across all major cloud hyperscalers to prevent revenue leakage - Oversee Marketplace Collections & Cash Application: Direct the strategy for the "Downstream" financial cycle. You will be responsible for the timely recovery of marketplace payouts and the surgical application of cash from AWS, Azure, and GCP. This includes resolving high-level aging discrepancies and optimizing the reconciliation between partner reports and our internal subledger - Oversee Marketplace Fee Logic: Standardize the reconciliation logic for 'Net-to-Gross' cash application. Ensure marketplace fees are accurately tracked - Architecture & Scalability: Design and implement scalable workflows that bridge the gap between hyperscaler portals and our internal ERP (NetSuite) and CRM (Salesforce). Also Includes the processing and handling of complex third (3rd) party reseller deals - Support the development and operationalization of new business models: Partner with Product, Sales, and Finance to ensure offerings are scalable, compliant, and revenue-ready (e.g., enabling new partner and marketplace offerings) - High-Stakes Stakeholder Management: Act as the primary Finance point of contact for Cloud Alliance and Sales leadership. Represent Marketplace Finance in quarterly business reviews and strategic project steering committees - Process Transformation: Identify automation opportunities within the "Lead-to-Cash" journey. Partner with Business Systems to eliminate manual interventions in the reconciliation and payout process - Audit & Governance: Serve as the final authority on SOX controls and compliance for marketplace revenue, ensuring all activities are audit-ready and adhere to global revenue recognition standards (ASC 606) - Team Development: Recruit, mentor, and retain a world-class team in India. Foster a culture of "Make it Matter" and "Build Together," ensuring your managers have the tools to lead their respective sub-functions effectively What You’ll Need - Experience: 12+ years in Finance Operations or Revenue Ops, with at least 5 years in a second-line management role (managing other managers) - Marketplace Expertise: Deep knowledge of the cloud marketplace "Merchant of Record" model and hyperscaler fee structures - Technical Vision: Proven ability to oversee complex system integrations (NetSuite, Salesforce, and automated Cash App tools) - Analytical Mindset: Comfortable using data to identify trends in revenue leakage or collection bottlenecks - Executive Presence: Ability to simplify complex financial operations for C-suite stakeholders and global partners Success Measures (The MongoDB Way) - In 3 Months: Conduct a full "health check" of current Marketplace Billing and AR processes and establish strong working relationships with your reporting managers - In 6 Months: Successfully implement an automation that reduces the month-end close cycle for marketplace revenue by at least two days - In 12 Months: Build a self-sustaining Marketplace hub in Gurugram capable of supporting 2x transaction volume with high accuracy and minimal headcount growth Why Join Us? - Global Impact: Lead the finance strategy for the fastest-growing part of a public tech giant - People First: 20 weeks of fully-paid gender-neutral parental leave and industry-leading benefits in India - Innovation: We don't just follow industry standards; we set them About MongoD

Experience: 12+ years in Finance Operations or Revenue Ops, with at least 5 years in a second-line management role (managing other managers). Marketplace expertise with cloud marketplace 'Merchant of Record' model and hyperscaler fee structures. Technical vision to oversee complex system integrations (NetSuite, Salesforce, and automated cash application tools). Analytical mindset for identifying revenue leakage or collection bottlenecks. Executive presence to simplify operations for C-suite and global partners.

Define the vision and operational roadmap for the Global Marketplace Finance team. Oversee Marketplace Billing Operations (usage-based metering, private offer contracts, monthly invoicing across AWS, Azure, GCP). Oversee Marketplace Collections & Cash Application (timely recovery of payouts, cash application, aging resolution, reconciliation between partner reports and subledger). Oversee Marketplace Fee Logic (Net-to-Gross reconciliation, fee tracking). Design scalable workflows bridging hyperscaler portals with NetSuite and Salesforce, including 3rd party reseller deals. Support new business models with Product, Sales, and Finance to ensure scalability and revenue readiness. Act as primary Finance contact for Cloud Alliance and Sales leadership; represent Marketplace Finance in reviews and committees. Identify automation opportunities in Lead-to-Cash and partner with Business Systems. Ensure SOX controls and ASC 606 compliance; audit-ready processes. Recruit, mentor, and retain a high-performing team in India and foster a culture of collaboration and impact.