Director, Ecosystems Sales

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 human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits 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, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

Director, Ecosystem Sales, EMEA

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, EMEA, leads a team of Ecosystem Sales Managers working with GitLab's hyperscaler and services/solutions partners to drive field engagement and co-selling across the EMEA region. This role will oversee strategic initiatives to accelerate revenue growth, expand joint go-to-market motions, and strengthen relationships with these critical partners throughout EMEA markets. The Director of Ecosystem Sales, EMEA will work cross-functionally with GitLab's sales, marketing, product, finance, and legal teams to ensure alignment and execution on regional strategic goals.

Expectations

• Knowledge: Expert in strategic ecosystem partner development, market analysis, and industry trends.
• Responsibilities: Oversees the entire ecosystem partner function for a defined region or territory, sets strategic direction, ensures alignment with overall business objectives, and manages a team of managers and analysts.
• Interaction: High-level interaction with senior executives, key partners, and major stakeholders.
• Impact: Significant, shaping the direction and success of ecosystem partner strategies and partnerships.

Responsibilities

Strategic Partnership Management

• Build and maintain senior-level relationships with AWS & Google, , Regional- and Global System integrators, Resellers and Distributor partners to drive joint revenue opportunities across EMEA markets
• Develop and execute region-specific strategies for each partner, accounting for local market dynamics, regulatory requirements, and cultural considerations across EMEA countries
• Navigate diverse business practices and partnership models across different EMEA markets

Team Leadership

• Lead and develop a high-performing team of Ecosystem Sales Managers focused on partner success and field engagement across the EMEA region
• Foster a culture of accountability, collaboration, and continuous improvement within the team, embracing cultural diversity across EMEA markets
• Manage talent across multiple time zones and cultural contexts within the EMEA region

Revenue Growth

• Own and achieve revenue targets associated with partnerships across EMEA, including driving partner-influenced and partner-sourced opportunities
• Collaborate with GitLab's direct sales teams across EMEA to integrate partner solutions into customer engagements and maximize deal outcomes
• Adapt sales strategies to meet the unique needs and buying behaviors of EMEA enterprise customers

Go-to-Market Execution

• Lead the creation and execution of joint go-to-market plans tailored to EMEA markets, including localized campaigns, field engagement, and regional events
• Partner with marketing teams to design initiatives that increase market awareness and adoption of GitLab through ecosystem partnerships in EMEA
• Coordinate with local marketing teams to ensure cultural relevance and market fit across different EMEA countries

Cross-Functional Collaboration

• Work closely with product and engineering teams to align on strategic initiatives that drive deeper technical integrations and differentiated value propositions for EMEA markets
• Collaborate with partner enablement teams to ensure technical and sales readiness across partner organizations in the region
• Coordinate with regional sales leadership to align partnership strategies with overall EMEA business objectives

Ecosystem Strategy & Innovation

• Identify and assess emerging strategic partners that align with GitLab's business goals and technology vision in the EMEA region
• Stay informed on EMEA-specific industry trends, competitive dynamics, and regulatory changes to inform partnership strategies and priorities
• Understand unique technology adoption patterns and digital transformation trends across EMEA markets

Requirements

• Proven experience managing strategic partnerships with enterprise technology companies and hyperscalers in the EMEA region
• Demonstrated success in driving revenue growth through partner-influenced and partner-sourced sales across diverse EMEA markets
• Strong understanding of DevOps, cloud computing, and enterprise software markets with specific knowledge of EMEA technology landscape
• Experience working across multiple EMEA countries and understanding of regional business practices, cultural nuances, and regulatory environments
• Exceptional relationship-building skills with the ability to influence and negotiate at all levels of partner organizations across different cultures
• Excellent communication and presentation skills in English, with the ability to convey complex concepts to diverse audiences across EMEA markets
• Experience working in a global, remote-first environment and managing cross-functional teams across multiple time zones
• Ability to think strategically and execute tactically, with a data-driven approach to decision-making adapted to regional market conditions

Preferred Qualifications

• Familiarity with GitLab's product and ecosystem
• Experience working with hyperscalers and scaling joint go-to-market initiatives in EMEA markets
• Additional language skills relevant to key EMEA markets
• MBA or equivalent advanced degree
• Previous experience living or working extensively in the EMEA region

#LI-BC2

• 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

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

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.  

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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.