GitLab
Director of Ecosystem Sales- Google Cloud
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: Remote, US
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 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.
Responsibilities:
- Strategic Partnership Management:
- 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.
- Revenue Growth:
- 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.
- Go-to-Market Execution:
- 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.
- Cross-Functional Collaboration:
- 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.
- Ecosystem Strategy & Innovation:
- 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.
- Team Leadership:
- 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.
Requirements:
- 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.
Preferred Qualifications:
- Familiarity with GitLab's product and ecosystem.
- Experience working with emerging technology partners and scaling joint go-to-market initiatives.
- MBA or equivalent advanced degree.
What We Offer:
- Competitive salary and equity compensation.
- Comprehensive health, dental, and vision benefits.
- Generous parental leave and family planning benefits.
- Remote-first work culture with flexible work hours.
- Learning and development budget to support professional growth.
- Opportunities to contribute to open-source projects and communities.
The base salary range for this role’s listed level is currently for residents of listed locations only. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, and alignment with market data. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
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
From planning to production, bring teams together in one application. Ship secure code more efficiently to deliver value faster.
See more jobsSafe Remote Job Search Tips
Verify Employer Thoroughly
Research the company's identity thoroughly before applying. Check for a professional website with contacts, active social media, and LinkedIn profiles. Verify details across platforms and look for reviews on Glassdoor or Trustpilot to confirm legitimacy.
Never Pay to Get a Job
Legitimate employers never require payment for applications, training, background checks, or equipment. Always reject upfront payment requests or demands for bank details, even if they claim it's for purchasing necessary work gear on your behalf.
Safeguard Your Personal Information
Protect sensitive data like SSN, bank details, or ID copies. Share this only after accepting a formal, written job offer. Ensure it's submitted via a secure company system or portal, never through insecure channels like standard email attachments.
Scrutinize Communication & Interviews
Watch for communication red flags: poor grammar, generic emails (@gmail), vague details, or undue pressure. Be highly suspicious of interviews held only via text or chat apps; legitimate companies typically use video or phone calls.
Beware of Unrealistic Offers
If an offer's salary or benefits seem unrealistically high for the work involved, be cautious. Research standard pay for similar roles. Offers that appear 'too good to be true' are often scams designed to lure you into providing information or payment.
Insist on a Formal Contract
Always secure and review a formal, written job offer or employment contract before starting work or sharing final personal details. Ensure it clearly defines your role, compensation, key terms, and conditions to avoid misunderstandings or scams.