Every sales play, program change, funding update, and PRM release we build across MongoDB's partner ecosystem only creates value if the people who need to use it actually know how. We're looking for a Head of Partner Enablement to own that translation layer — end to end. This is a dual mandate: enabling our external partners (SIs, ISVs, and cloud partners) to sell, deliver, and support MongoDB effectively, and enabling our own internal partner organization (Sales Plays & Offerings, Partner Programs, Cloud & Hyperscaler Programs, and everyone else in the ecosystem function) to stay current on products, programs, and the frequent changes that come out of a fast-moving partner strategy.
You'll report to the VP of Partner Strategic Operations and build the enablement function into the connective tissue for the entire partner organization — the team every other partner-facing role in this org relies on to actually land their work with the people who need it, inside MongoDB and out.
We are looking to speak to candidates who are based in Dublin or London for our hybrid working model.
What You'll Do
Own the enablement strategy — both audiences
- Define and own a single enablement strategy that explicitly covers two audiences: external partners (SIs, OEMs, Resellers, ISVs, cloud/hyperscaler partners) and MongoDB's own internal partner organization
- Build the operating model, governance, and content standards that keep both tracks coherent, current, and tied to the same underlying source of truth — rather than running as two disconnected efforts
- Prioritize enablement investment based on business impact: which sales plays, program changes, or PRM releases most urgently need enablement behind them
Enable external partners
- Own partner onboarding, certification pathways (including MongoDB's SI Associate and SI Architect tracks), and ongoing training content that keeps partners current on MongoDB products, sales plays, and programs
- Partner with the Sales Plays & Offerings lead to translate every new joint offering into partner-facing enablement assets and delivery (pitch decks, demo scripts, certifications)
- Design and run delivery mechanisms — workshops, on-demand training, partner summits, webinars — that fit how different partner types (SI, ISV, cloud) actually consume enablement
Enable the internal partner organization
- Own a standing internal enablement cadence that keeps the whole partner org — Sales Plays & Offerings, Partner Programs, Cloud & Hyperscaler Programs, Digital Process & AI Operations, and the PRM product team — current on product updates, program and funding changes, and platform releases
- Treat every significant change coming out of Partner Programs (new tiers, incentives, funding models) or the PRM roadmap as an enablement event, not an email — make sure the internal team knows it's coming, what it means, and how to talk about it before partners ask
- Build simple, reusable internal enablement formats (briefings, quick-reference guides, office hours) sized to a fast-moving team rather than a heavyweight training program
Build the enablement engine
- Own the tooling and infrastructure behind enablement delivery — LMS, partner portal content, certification tracking — in partnership with the Business Product Manager, PRM where that content lives inside the platform
- Define and track enablement impact metrics: certification completion, content engagement, time-to-productivity for new partners, and correlation between enablement activity and partner-sourced pipeline
- Continuously retire outdated content and simplify the enablement footprint as programs and products evolve — an enablement library nobody trusts is worse than no library at all
What You'll Bring
- 10+ years of experience in partner enablement, channel enablement, or sales enablement at a B2B SaaS or infrastructure/data company, including experience leading a team
- A track record of building enablement programs for external partners (certification, onboarding, content) and demonstrated experience enabling an internal revenue or partner organization — not just one or the other
- Experience with LMS platforms, partner portals, and content/certification tracking tools
- Strong instincts for what makes enablement content actually get used — concise, well-timed, and tied to a real change — versus content that sits unused in a portal
- Excellent cross-functional collaboration skills; comfortable working with Sales Plays & Offerings, Partner Programs, Cloud & Hyperscaler Programs, Digital Process & AI Operations, and the PRM product team as primary stakeholders
- Strong program and people-management skills, with experience building and prioritizing a small enablement team's roadmap
- Excellent written and verbal communication — able to translate technical or program-level change into clear, actionable enablement content for very different audiences (partners vs. internal teams)
Nice to Have
- Experience running a partner certification program at scale (e.g., technical or sales certifications with defined tiers)
- Familiarity with PRM platforms and how enablement content and certification tracking integrate with them
- Experience with AI-assisted content creation or delivery tools to scale enablement production
- Background in database, cloud infrastructure, or developer-focused technology
What Success Looks Like in the First Year
- A unified enablement strategy and operating model covering both external partners and the internal partner organization, endorsed by leadership
- A refreshed certification and onboarding curriculum for external partners, tied directly to current sales plays and programs
- A running internal enablement cadence that the rest of the partner org relies on for every significant product, program, or PRM change
- Established enablement impact metrics (certification completion, engagement, time-to-productivity) reported regularly to the VP of Partner Strategic Operations
About MongoDB
MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the data platform for the AI era, enabling builders to create, transform, and disrupt industries with software. MongoDB’s unified data platform, the most widely available, globally distributed data platform on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud data platform and is available across AWS, Google Cloud, and Microsoft Azure.
With offices worldwide and over 67,000 customers, including 75% of the Fortune 100 and AI-native startups, relying on MongoDB for their most important applications, we’re powering the next era of software.
Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.
To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy, we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at MongoDB, and help us make an impact on the world!
MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.
MongoDB is an equal opportunities employer.
Req ID: 2273499595