Principal Business Development Manager, Frontier AI Labs

The frontier AI labs are among the most consequential relationships MongoDB has. The platforms they build, the architectures they recommend, and the tools their ecosystems produce are shaping where AI applications get built and what infrastructure they run on. This role exists to make sure MongoDB wins at that layer. In this role, you will own the end-to-end relationship with MongoDB’s frontier model lab partners. That means building and maintaining executive relationships, working directly with Product to improve the developer experience through deeper integrations, and driving GTM execution on joint initiatives that create measurable outcomes for both sides. This is a senior individual contributor role. You will need to operate at the executive level with external partners while simultaneously driving internal alignment across Product, Engineering, Sales, and Marketing. The person who succeeds here combines sharp strategic instincts with the credibility and tenacity to get things done across complex organizations. We are looking to speak to candidates who are based in San Francisco for our hybrid working model. 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 mak

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: understands AI application architecture well enough to have substantive product conversations with engineers and product leaders at frontier AI companies. Strategically Sharp: can identify where MongoDB fits in a partner's future and build a compelling case for joint success. Executional: able to drive complex initiatives through large organizations, building internal coalitions and ensuring progress. Executive Presence: comfortable and effective at senior leadership levels both externally and internally. Clear and Direct: strong written and verbal communication for exec briefs and business reviews.

Executive Relationship Management: Own executive and senior-level relationships with frontier AI lab partners; develop deep understanding of partner platform direction, product priorities, and ecosystem strategy; represent MongoDB credibly in senior partner conversations including roadmaps, joint GTM planning, and executive business reviews. Integration and Developer Experience: Partner with Product and Engineering to identify and drive integrations that improve developer experience; surface developer experience gaps and inform the roadmap; ensure frontier lab partners' documentation and demonstrations are well-represented to developer communities. GTM and Joint Initiative Execution: Develop and execute joint go-to-market initiatives, including co-marketing programs, joint solution positioning, and field engagement; identify synergistic opportunities to accelerate MongoDB adoption and build business cases; track and report on partnership impact (developer adoption, pipeline influence, co-sell contribution). Internal Alignment: Coordinate across Sales, Product, Marketing, and Engineering to maximize partner commitments; inject partner intelligence into internal planning and messaging.