Strategic AI Partnerships Principal, GitLab
$201.6-288k
Salary applicable to California/Colorado/Hawaii/New Jersey/New York/Washington/DC/Illinois/Minnesota applicants only. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary
One DevOps platform
Be an early applicant
One DevOps platform
1001+ employees
Be an early applicant
$201.6-288k
Salary applicable to California/Colorado/Hawaii/New Jersey/New York/Washington/DC/Illinois/Minnesota applicants only. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary
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
- 5+ years hands-on experience with GitLab, GitHub, or similar DevOps platforms and Git-based workflows
- 1+ year experience with AI integrations and understanding of AI/ML workflows with developer tools
- Problem Solving and Analytics skills for strategic thinking with ability to balance short-term execution with long-term partnership vision based on market opportunities
- Strategic partnership experience or business development in enterprise software or AI/ML companies
- Excellent project management skills with the ability to coordinate complex, multi-stakeholder initiatives
- Excellent communication skills for presenting to executive leadership and engaging with external founders/product leaders
- Results-oriented mindset with a focus on measurable partnership outcomes and business impact
- Bachelor's degree in Business, Engineering, Computer Science, or equivalent experience
What the job involves
- Drive GitLab's strategic partnerships with AI platforms and agentic solutions that create a "graduation path" for developers into the GitLab ecosystem
- You'll identify, prioritize, and secure partnerships with influential AI coding platforms and open-source communities, positioning GitLab as an indispensable component of AI-enhanced development workflows
- This position targets emerging AI tools and platforms to capture new developer audiences and funnel them toward GitLab's advanced AI offerings like the Duo Agent Platform
- You will shape how millions of new and emerging developers experience GitLab, ensuring our platform is the natural next step as their AI-driven projects grow in complexity and value
- This role would require close collaboration with our AI-powered engineering teams, product management, Ecosystem/alliances team and executive leadership to evaluate and scope the levels of Technology and GTM integration that would drive maximum benefit for GitLab’s AI strategy
- Strategic Partnership Development:
- Research and analyze the rapidly evolving AI platforms landscape, identifying key trends and emerging leaders
- Develop prioritized target lists based on user adoption, market influence, and "graduation path" potential
- Execute targeted outreach to founders and product leaders at AI tool companies and open-source projects
- Negotiate partnership agreements that drive platform integrations, co-marketing, and user progression pathways
- Understand the traditional DevSecOps competitive landscape as well as emerging players (OpenAI/Anthropic/Cursor) and identify unique opportunities with independent AI providers
- Business Development & Execution:
- Build authentic relationships with key stakeholders, positioning GitLab as the preferred DevSecOps backend
- Develop joint go-to-market strategies with partners to accelerate mutual growth
- Coordinate joint customer engagements, proof-of-concepts, and partnership showcases
- Collaborate with Marketing and Developer Relations teams to amplify partnership announcements
- Interface with executive leadership on AI partnership investments and priorities
- Cross-functional Coordination:
- Serve as primary business liaison for technical AI integrations with engineering teams
- Translate partner needs into actionable integration requirements
- Collaborate with Product Management on AI roadmap alignment
- Support Marketing and Sales teams with partner-related content and competitive positioning
- Technical Partnership Management:
- Serve as the primary business liaison for technical integrations with AI partners, working closely with engineering teams and product management to ensure seamless implementation
- Maintain deep technical understanding of GitLab's AI feature suite and future development direction
- Collaborate closely with Partner Engineering teams to scope joint roadmap with most strategic partners aligned with GitLab's AI roadmap, provide technical requirements, integration timelines, and partnership constraints
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 capitalize on the recent trend toward rapid digital transformation and remote working. This trend is expected to continue 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: $434.5m
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.
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