GitLab

Director – Ecosystem Sales

GitLab

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇺🇸 United States

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Salary

💰 $95,200 - $252,000 per year

Job Level

Lead

Tech Stack

AWSCloud

About the role

  • 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.

Requirements

  • 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.
Benefits
  • 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

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
DevOpscloud computingenterprise softwarepartner engagementaccount planningopportunity managementdeal accelerationecosystem sales strategiestechnical integrationsrevenue growth
Soft skills
relationship buildinginfluence without authoritynegotiationcommunication skillspresentation skillscross-functional collaborationcultural awarenessteam leadershipstrategic thinkingadaptability