Director of Ecosystem Sales, GitLab

• 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

Desirable

• 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
• 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
• 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
• 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
• 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
• 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
• 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