GitLab
Director, Ecosystem Sales, APJ
Job Summary
The role involves leading a team responsible for managing strategic partnerships with hyperscalers and enterprise technology companies across the APJ region. Key responsibilities include building and maintaining senior-level relationships, developing regional strategies, and driving revenue growth through partner-influenced and partner-sourced sales. The position requires strong cross-functional collaboration with sales, marketing, product, and engineering teams, as well as an understanding of the APJ market dynamics, cultural nuances, and regulatory environments. Candidates should have proven experience in managing enterprise partnerships, a solid understanding of DevOps and cloud markets, and excellent relationship-building skills across diverse cultures.
Required Skills
Benefits
Job Description
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 the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.
Thanks to products like Duo Enterprise, and Duo Workflow, customers get the benefit of AI 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. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.
Location: Singapore/Australia
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, APJ, 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 Asia-Pacific Japan 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 APJ markets. The Director of Ecosystem Sales, APJ, will work cross-functionally with GitLab's sales, marketing, product, finance, and legal teams to ensure alignment and execution on regional strategic goals.
Responsibilities
Strategic Partnership Management
- Build and maintain senior-level relationships with hyperscaler partners to drive joint revenue opportunities across APJ markets
- Develop and execute region-specific strategies for each partner, accounting for local market dynamics, regulatory requirements, and cultural considerations across APJ countries
- Navigate diverse business practices and partnership models across different APJ markets
Team Leadership
- Lead and develop a high-performing team of Ecosystem Sales Managers focused on partner success and field engagement across the APJ region
- Foster a culture of accountability, collaboration, and continuous improvement within the team, embracing cultural diversity across APJ markets
- Manage talent across multiple time zones and cultural contexts within the APJ region
Revenue Growth
- Own and achieve revenue targets associated with partnerships across APJ, including driving partner-influenced and partner-sourced opportunities
- Collaborate with GitLab's direct sales teams across APJ to integrate partner solutions into customer engagements and maximize deal outcomes
- Adapt sales strategies to meet the unique needs and buying behaviors of APJ enterprise customers
Go-to-Market Execution
- Lead the creation and execution of joint go-to-market plans tailored to APJ 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 APJ
- Coordinate with local marketing teams to ensure cultural relevance and market fit across different APJ 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 APJ 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 APJ business objectives
Ecosystem Strategy & Innovation
- Identify and assess emerging strategic partners that align with GitLab's business goals and technology vision in the APJ region
- Stay informed on APJ-specific industry trends, competitive dynamics, and regulatory changes to inform partnership strategies and priorities
- Understand unique technology adoption patterns and digital transformation trends across APJ markets
Requirements
- Proven experience managing strategic partnerships with enterprise technology companies or hyperscalers in the APJ region
- Demonstrated success in driving revenue growth through partner-influenced and partner-sourced sales across diverse APJ markets
- Strong understanding of DevOps, cloud computing, and enterprise software markets with specific knowledge of APJ technology landscape
- Experience working across multiple APJ 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 APJ 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 APJ markets
- Additional language skills relevant to key APJ markets (Japanese, Mandarin, Korean, etc.)
- MBA or equivalent advanced degree
- Previous experience living or working extensively in the APJ region
Compensation
To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.
Additional details about our process can be found on our hiring page.
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.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
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.
GitLab
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