About MongoDB
MongoDB is the leading modern, general-purpose database platform. We help creators build what's next by unleashing the power of software and data. Our Finance team is a global powerhouse, and our Gurugram hub is the strategic center for scaling our multi-billion dollar Marketplace business alongside AWS, Azure, and GCP.
The Role
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.
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.
