Location: Remote, US

About GitLab: GitLab is the DevSecOps platform that empowers organizations to maximize the overall return on software development. GitLab is a single application for the entire DevSecOps lifecycle, enabling teams to collaborate better, ship faster, and operate securely. With a focus on inclusivity, transparency, and results, GitLab is an all-remote company that values employee growth and the impact of technology on society.

Position Overview: The Director of Ecosystem Sales will be responsible for driving the global partnerships with Google Cloud, IBM, Red Hat, and Emerging Strategic Partners. This role will oversee strategic initiatives to accelerate revenue growth, expand joint go-to-market motions, and strengthen relationships with these critical partners. The Director of Ecosystem Sales will work cross-functionally with GitLab’s sales, marketing, product, and alliances teams to ensure alignment and execution on strategic goals.

Responsibilities:

1. Strategic Partnership Management:
• Build and maintain senior-level relationships with Google Cloud, IBM, Red Hat, and other emerging strategic partners to drive joint revenue opportunities.
• Develop and execute a global strategy for each partner, including business planning, co-sell motions, and enablement initiatives.
2. Revenue Growth:
• Own and achieve revenue targets associated with these partnerships, including driving partner-influenced and partner-sourced opportunities.
• Collaborate with GitLab’s direct sales teams to integrate partner solutions into customer engagements and maximize deal outcomes.
3. Go-to-Market Execution:
• Lead the creation and execution of joint go-to-market plans, including campaigns, field engagement, and events.
• Partner with marketing and alliances teams to design initiatives that increase market awareness and adoption of GitLab through ecosystem partnerships.
4. Cross-Functional Collaboration:
• Work closely with product and engineering teams to align on strategic initiatives that drive deeper technical integrations and differentiated value propositions.
• Collaborate with partner enablement teams to ensure technical and sales readiness across partner organizations.
5. Ecosystem Strategy & Innovation:
• Identify and assess emerging strategic partners that align with GitLab’s business goals and technology vision.
• Stay informed on industry trends and competitive dynamics to inform partnership strategies and priorities.
6. Team Leadership:
• Lead and develop a high-performing team focused on ecosystem sales and partner success.
• Foster a culture of accountability, collaboration, and continuous improvement within the team and across the organization.

Requirements:

• Proven experience managing strategic partnerships with enterprise technology companies such as Google Cloud, IBM, or Red Hat.
• Demonstrated success in driving revenue growth through partner-influenced and partner-sourced sales.
• Strong understanding of DevOps, cloud computing, and enterprise software markets.
• Exceptional relationship-building skills with the ability to influence and negotiate at all levels of partner organizations.
• Excellent communication and presentation skills, with the ability to convey complex concepts to diverse audiences.
• Experience working in a global, remote-first environment and managing cross-functional teams.
• Ability to think strategically and execute tactically, with a data-driven approach to decision-making.

Preferred Qualifications:

• Familiarity with GitLab’s product and ecosystem.
• Experience working with emerging technology partners and scaling joint go-to-market initiatives.
• MBA or equivalent advanced degree.

What We Offer:

• Competitive salary and equity compensation.
• Comprehensive health, dental, and vision benefits.
• Generous parental leave and family planning benefits.
• Remote-first work culture with flexible work hours.
• Learning and development budget to support professional growth.
• Opportunities to contribute to open-source projects and communities.