Director of Ecosystem Sales, GitLab
$95.2-252k
+ Equity Compensation & Employee Stock Purchase Plan 6 Incentive Pay
One DevOps platform
Be an early applicant
One DevOps platform
1001+ employees
Be an early applicant
$95.2-252k
+ Equity Compensation & Employee Stock Purchase Plan 6 Incentive Pay
1001+ employees
Company mission
To make it so that everyone can contribute. When everyone can contribute, users become contributors and we greatly increase the rate of innovation.
Role
Who you are
- 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
What the job involves
- As the Director, Ecosystem Sales, AMER, you’ll lead a team of Ecosystem Sales Managers to grow GitLab’s business with hyperscalers, regional and global system integrators, resellers, and distributors across AMER
- You’ll build senior relationships with partners like AWS and Google, shape region-specific go-to-market strategies, and connect GitLab’s DevSecOps platform to partner-led opportunities that help customers modernize software delivery
- In this role you’ll own partnership revenue targets, drive partner-influenced and partner-sourced pipeline, and work closely with AMER sales leadership, marketing, product, and enablement to ensure our ecosystem efforts are tightly aligned to regional priorities and buying behaviors
- Over your first year, you’ll be expected to strengthen our AMER partner landscape, increase field engagement and co-selling, and identify new strategic partners and integrations that reflect local market, regulatory, and cultural dynamics across the region
- 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
- The Ecosystem Sales team in AMER is responsible for driving joint revenue and go-to-market execution with GitLab’s hyperscaler, system integrator, reseller, and distributor partners across the region
- As part of a global, all-remote organization, our team of 8 Ecosystem Sales Managers collaborates asynchronously with regional sales, marketing, product, and partner enablement teams to align partner strategies with GitLab’s broader business objectives
- We are focused on deepening strategic relationships with partners like AWS and Google, scaling co-selling motions in diverse AMER markets, and building repeatable, localized ecosystem plays that accelerate adoption of GitLab’s DevSecOps platform
Our take
GitLab is an open-source collaboration platform for developers. It enables teams to build code quickly from anywhere without compromising on security or quality. GitLab already has an estimated 30M+ users from all over the world.
According to a 2021 GitLab report, 60% of developers can release code 2x faster with DevOps platforms that bring teams together and accelerate processes. It stands out by catering to programmers of all experiences. Gitlab's version control system helps streamline the process of creating, maintaining, and deploying code, whoever you are.
GitLab was in the right place to capitalise on the recent trend toward rapid digital transformation and remote working. This trend is expected to grow, and with it, GitLab's popularity. With its successful 2021 IPO and the patronage of major brands such as Nasdaq and Jaguar Land Rover, GitLab is expected to solidify its position as the go-to platform for development teams.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
15% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Sep 2019
$268m
SERIES E
Dec 2018
$20m
SERIES D
Total funding: $434.8m
Company benefits
- We offer benefits to manage your health, wealth, and well-being regardless of location
- Flexibility in schedule to be there for life’s important moments
- Equity compensation & Employee Stock Purchase Plan offered
- Generous Paid Time Off
Company HQ
Financial District, San Francisco, CA
Leadership
Sid Sijbrandij
(CEO)Studied Physics at the University of Twente. Interned at P&G and IBM. Was Lead Architect at the Netherlands' Ministry of Justice from 2009 to 2012. Founded app store Comcoaster in 2008, and then co-founded GitLab in 2012.
Share this job
View 60 more jobs at GitLab