Senior Manager, Marketplace Operations
- Your enthusiasm and creativity are great for partnering with Product, Sales, and Finance to launch new marketplace offerings.
- You are good at inspiring a team, which helps with recruiting and retaining talent in the Gurugram hub.
- Your adaptability allows you to handle the variety of working with multiple hyperscaler partners and internal systems.
- The role's heavy demands for routine oversight of billing, collections, and compliance with SOX controls may quickly become monotonous for your energetic, big-picture mind.
- You may struggle with the need for surgical precision in cash application and resolving aging discrepancies, preferring to focus on new ideas rather than details.
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 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 : 1273401518
Best personality fits for this role
Your ability to enforce structure is ideal for unifying billing and collections into a high-efficiency Center of Excellence.
Read the ESTJ career guide →Your strategic mindset perfectly fits creating the long-term operational roadmap for the global marketplace finance team.
Read the INTJ career guide →Your natural leadership and ability to command a room make you ideal for unifying billing and collections into a single Center of Excellence.
Read the ENTJ career guide →