Director – Ecosystem Sales

November 26

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GitLab

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Artificial Intelligence • Enterprise • SaaS

GitLab is the most comprehensive AI-powered DevSecOps platform, offering tools for automated software delivery, security, and compliance throughout the software development lifecycle. It provides solutions across areas such as AI-assisted development, continuous integration/continuous deployment (CI/CD), source code management, and vulnerability management. GitLab aims to simplify and accelerate software delivery by uniting development, security, and operations on a unified platform. It is particularly recognized for its AI code assistants and has been named a leader in the Gartner Magic Quadrant™ for DevOps Platforms, making it a preferred choice for many enterprises.

1001 - 5000 employees

Founded 2014

🤖 Artificial Intelligence

🏢 Enterprise

☁️ SaaS

💰 Secondary Market on 2020-11

📋 Description

• Lead a team of Ecosystem Sales Managers across AMER, setting clear priorities and ensuring strong partner engagement and execution in each market. • Build and deepen senior-level relationships with AWS, Google, system integrators, resellers, and distributors to drive joint revenue opportunities and co-selling motions. • Develop and execute regional ecosystem sales strategies that reflect local market dynamics, regulatory requirements, and cultural nuances across AMER. • Collaborate with GitLab’s direct sales, marketing, and regional leadership teams to integrate partner solutions into customer engagements and joint go-to-market plans. • Drive partner-influenced and partner-sourced pipeline by aligning field teams with partners on account planning, opportunity management, and deal acceleration. • Partner with marketing to design and deliver localized campaigns, field activities, and events that grow awareness and adoption of GitLab through the ecosystem. • Work with product, engineering, and partner enablement teams to support deeper technical integrations, differentiated value propositions, and partner readiness. • Monitor AMER market trends, competitive dynamics, and emerging partners to refine ecosystem strategy and identify new strategic partnership opportunities.

🎯 Requirements

• Experience owning and growing strategic partnerships with enterprise technology companies, including hyperscalers, across AMER markets. • Background driving partner-influenced and partner-sourced revenue in complex, multi-country sales environments. • Strong understanding of DevOps, cloud computing, and enterprise software, with familiarity with the AMER technology and partner landscape. • Experience leading and developing distributed, high-performing partner or ecosystem sales teams across multiple time zones and cultures. • Ability to build and maintain senior-level relationships, influence without direct authority, and negotiate across diverse partner organizations. • Clear, structured communication and presentation skills in English, with the ability to convey complex concepts to varied audiences. • Comfortable working in a global, remote-first, cross-functional environment with sales, marketing, product, finance, and legal stakeholders. • Openness to drawing on diverse experiences and transferable skills that support ecosystem strategy, partnership development, and regional go-to-market execution.

🏖️ Benefits

• Benefits to support your health, finances, and well-being • Flexible Paid Time Off • Team Member Resource Groups • Equity Compensation & Employee Stock Purchase Plan • Growth and Development Fund • Parental leave • Home office support