Director, AWS Ecosystem

GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.

Thanks to products like Duo Enterprise, and Duo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.

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 AWS Partnership will be responsible for driving GitLab's global strategic partnership with Amazon Web Services (AWS). This role will oversee strategic initiatives to accelerate revenue growth, expand joint go-to-market motions, and strengthen the relationship with AWS. The Director will work cross-functionally with GitLab's sales, marketing, product, and alliances teams to ensure alignment and execution on strategic goals.

Responsibilities:

Strategic Partnership Management:

• Build and maintain senior-level relationships within AWS's organization to drive joint revenue opportunities
• Develop and execute a comprehensive global strategy for the AWS partnership, including business planning, co-sell motions, and enablement initiatives
• Navigate AWS's partner ecosystem and organizational structure to maximize partnership value

Revenue Growth:

• Own and achieve revenue targets associated with the AWS partnership, including driving partner-influenced and partner-sourced opportunities
• Collaborate with GitLab's direct sales teams to integrate AWS solutions into customer engagements
• Develop and execute strategies to increase GitLab's presence on AWS Marketplace

Go-to-Market Execution:

• Lead the creation and execution of joint AWS 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 on AWS
• Drive participation and visibility in key AWS events, including re:Invent and regional summits

Cross-Functional Collaboration:

• Work closely with product and engineering teams to align on strategic initiatives that drive deeper technical integrations with AWS services
• Collaborate with partner enablement teams to ensure technical and sales readiness across both organizations
• Coordinate with solution architects to develop and promote AWS-specific solutions and reference architectures

Partnership Innovation & Growth:

• Identify and pursue new joint solution opportunities across AWS's service portfolio
• Stay informed on AWS's product roadmap and strategic priorities to align GitLab's partnership initiatives
• Drive achievement and maintenance of AWS competencies and partner program achievements

Team Leadership:

• Lead and develop a high-performing team focused on AWS partnership success
• Foster a culture of accountability, collaboration, and continuous improvement
• Align team objectives with overall partnership and company goals

Requirements:

• 8+ years of experience in strategic partnerships, with at least 3 years specifically focused on AWS partnership management
• Demonstrated success in driving revenue growth through AWS partnership initiatives
• Deep understanding of AWS's partner ecosystem, programs, and go-to-market strategies
• Strong knowledge of DevOps, cloud computing, and enterprise software markets
• Exceptional relationship-building skills with the ability to influence and negotiate at all levels within AWS
• Excellent communication and presentation skills, with the ability to convey complex technical concepts
• Experience working in a global, remote-first environment and managing cross-functional teams
• Proven track record of achieving AWS partnership certifications and competencies

Preferred Qualifications:

• Familiarity with GitLab's product and ecosystem
• Experience with AWS Marketplace and consumption-based pricing models
• AWS certifications or technical accreditations
• 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