Director, Ecosystems Sales

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 human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits 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, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

An overview of this role

As the Director, Ecosystem Sales, EMEA, 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 EMEA. 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 EMEA 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 EMEA 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.

What you’ll do

• Lead a team of Ecosystem Sales Managers across EMEA, 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 EMEA.

• 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 EMEA market trends, competitive dynamics, and emerging partners to refine ecosystem strategy and identify new strategic partnership opportunities.

What you’ll bring

• Experience owning and growing strategic partnerships with enterprise technology companies, including hyperscalers, across EMEA 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 EMEA 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.

About the team

The Ecosystem Sales team in EMEA 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 EMEA markets, and building repeatable, localized ecosystem plays that accelerate adoption of GitLab’s DevSecOps platform.

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How GitLab will support you

• 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

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

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.

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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.