Director of Ecosystem Sales

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. 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 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. 
• 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.