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.
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, Ecosystem Sales, Americas, leads a team of Ecosystem Sales Managers working with GitLab's hyperscaler and services / solutions partners to drive field engagement and co-selling with partners. This role will oversee strategic initiatives to accelerate revenue growth, expand joint go-to-market motions, and strengthen relationships with these critical partners in the Americas region. The Director of Ecosystem Sales, Americas, 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 with hyperscaler partners to drive joint revenue opportunities in the Americas.
- Develop and execute a regional strategy for each partner, including business planning, co-sell motions, and enablement initiatives.
- Team Leadership:
- Lead and develop a high-performing team of Ecosystem Sales Managers focused on partner success and field engagement.
- Foster a culture of accountability, collaboration, and continuous improvement within the team and across the organization.
- 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.
- 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.
- 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.
- 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.
Requirements:
- Proven experience managing strategic partnerships with enterprise technology companies or hyperscalers.
- 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 hyperscalers 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 for career advancement and professional development.
Remote-Global
The base salary range for this role’s listed level is currently for residents of listed locations only. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, and alignment with market data. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
California/Colorado/Hawaii/New Jersey/New York/Washington/DC/Illinois/Minnesota pay range
$238,000—$420,000 USD
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
What the Team is Saying
What We Do
GitLab is an open core software company that develops the most comprehensive DevSecOps Platform used by more than 100,000 organizations. Our mission makes it clear that we believe in a world where everyone can contribute. We make that possible at GitLab by running our operations on our product and staying aligned with our values.
We strive to create a transparent environment where all team members around the world feel that their voices are heard and welcomed. We also aim to be a place where people can show up as their full selves each day and contribute their best.
Why Work With Us
We’ve got big ambitions to make GitLab the most comprehensive AI-powered DevSecOps platform and need skilled contributors to get us there. At GitLab, your contributions shape the future of software development at a time when AI is changing the way software is built. Together, we're building the most comprehensive AI-powered DevSecOps platform.
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