MongoDB

6 days ago

Senior Manager, Sales Plays & Offerings

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 15 hours agoStatus: Live

Job Summary

Design and launch partner sales plays and joint solution offerings that convert ecosystem relationships into pipeline and revenue. Drive partner and field enablement by translating plays into battlecards, demo scripts, certification content, and objection handling. Define KPIs, build dashboards and QBR cadences to track performance, and use insights to refine or sunset plays. Partner with Programs on incentive structures (SPIFs, MDF, rebates) to align partner behavior with measurable outcomes.

Location: Palo Alto, United States

Workplace: Hybrid

Employment Type: Full time

Job Function: Sales

Seniority: Sr. Manager level

Key Responsibilities

•Design and package partner sales plays and joint solution offerings, including value proposition, target segment, competitive positioning, and execution playbooks.
•Partner with Product Marketing and Solutions Engineering to validate technical integration stories and create sellable narratives.
•Own each play’s lifecycle from concept through launch, iteration, and retirement/refresh.
•Translate sales plays into field- and partner-facing enablement assets (pitch decks, battlecards, demo scripts, certification content, objection handling) and support delivery (kickoffs, webinars).
•Define KPIs and success metrics, build dashboards and reporting cadences, and use performance data to double down, adjust, or sunset plays; align incentives with Programs (SPIFs, MDF, rebates).

Pay and Benefits

Salary: USD 98,000 - 193,000 annually

Equity and Bonus:Equity

Perks:Equity401kPaid LeaveParental LeaveHealth Insurance

Key Requirements

•7+ years of experience in partner/channel strategy, partner marketing, GTM strategy, or partner programs at a B2B SaaS or infrastructure/data company, ideally with cloud marketplaces (AWS, Azure, GCP) or major SI/ISV ecosystems.
•Track record building and launching joint go-to-market motions/sales plays that generated measurable partner-sourced or partner-influenced pipeline and revenue.
•Partner with enablement to translate strategy into field-ready content and training.
•Comfort with data to define KPIs and build dashboards/reporting (Salesforce, Tableau, or similar) to drive decisions.
•Experience with partner incentive structures (SPIFs, MDF, rebates) and evaluating ROI.

Experience:B2B SaaSInfrastructureData companyCloud marketplacesSI/ISV ecosystems

Skills:Cross-functional influenceExecutive presenceWritten communicationVerbal communicationTurning complex initiatives into clear plans

Languages:En

Tech Stack:SalesforceTableauAWSAzureGCPMongoDB Atlas

Company Brief

MongoDB

Develops MongoDB, a leading general-purpose, document-based database platform that enables developers and enterprises to build scalable, high-performance applications with flexible data models and cloud-native capabilities.

Industry: Data Infrastructure

Company Size: Enterprise (1,001+ employees)

Revenue: USD 1B+

Growth: Public Company

Valuation: Public Company (Market Cap in USD)

Funding: IPO / Publicly Listed

Headquarters: New York, United States

Founded: 2007

Glassdoor: 4.1

Website LinkedIn

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MongoDB

6 days ago

Senior Manager, Sales Plays & Offerings

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 15 hours agoStatus: Live

Job Summary

Location: Palo Alto, United States

Workplace: Hybrid

Employment Type: Full time

Job Function: Sales

Seniority: Sr. Manager level

Key Responsibilities

•Design and package partner sales plays and joint solution offerings, including value proposition, target segment, competitive positioning, and execution playbooks.
•Partner with Product Marketing and Solutions Engineering to validate technical integration stories and create sellable narratives.
•Own each play’s lifecycle from concept through launch, iteration, and retirement/refresh.
•Translate sales plays into field- and partner-facing enablement assets (pitch decks, battlecards, demo scripts, certification content, objection handling) and support delivery (kickoffs, webinars).
•Define KPIs and success metrics, build dashboards and reporting cadences, and use performance data to double down, adjust, or sunset plays; align incentives with Programs (SPIFs, MDF, rebates).

Pay and Benefits

Salary: USD 98,000 - 193,000 annually

Equity and Bonus:Equity

Perks:Equity401kPaid LeaveParental LeaveHealth Insurance

Key Requirements

•7+ years of experience in partner/channel strategy, partner marketing, GTM strategy, or partner programs at a B2B SaaS or infrastructure/data company, ideally with cloud marketplaces (AWS, Azure, GCP) or major SI/ISV ecosystems.
•Track record building and launching joint go-to-market motions/sales plays that generated measurable partner-sourced or partner-influenced pipeline and revenue.
•Partner with enablement to translate strategy into field-ready content and training.
•Comfort with data to define KPIs and build dashboards/reporting (Salesforce, Tableau, or similar) to drive decisions.
•Experience with partner incentive structures (SPIFs, MDF, rebates) and evaluating ROI.

Experience:B2B SaaSInfrastructureData companyCloud marketplacesSI/ISV ecosystems

Skills:Cross-functional influenceExecutive presenceWritten communicationVerbal communicationTurning complex initiatives into clear plans

Languages:En

Tech Stack:SalesforceTableauAWSAzureGCPMongoDB Atlas

Company Brief

MongoDB

Industry: Data Infrastructure

Company Size: Enterprise (1,001+ employees)

Revenue: USD 1B+

Growth: Public Company

Valuation: Public Company (Market Cap in USD)

Funding: IPO / Publicly Listed

Headquarters: New York, United States

Founded: 2007

Glassdoor: 4.1

Website LinkedIn