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Director, Ecosystems Sales
GitLab
- London, England, United Kingdom
- London, England, United Kingdom
About
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.
This role is fully remote, open to candidates across EMEA.
Responsibilities
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.
Qualifications
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.
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
Equal Opportunity 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.
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Languages
- English
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