Senior Ecosystem Sales Manager

GitLab; India; Remote; INR 6,000,000 - 10,000,000; Full time

Job summary

GitLab is seeking a Senior Ecosystem Sales Manager based in Mumbai or Delhi to scale our partner business in India across hyperscalers, SIs, and AI-native partners. This senior IC will own strategic partner relationships and drive revenue growth through the ecosystem.

The role requires 15+ years in partner management within enterprise software or cloud infrastructure, with a proven track record of moving partnerships from transactional to strategic and managing a partner-sourced quota.

Qualifications

• 15+ years of experience in channel/alliance/partner management or ecosystem sales, ideally within enterprise software, DevOps, or cloud infrastructure.
• Extensive experience scaling a business through partners across hyperscalers, large India-centric SIs, and cloud-native/AI-native partners.
• Direct experience managing hyperscaler relationships (AWS, GCP, and/or Azure) including Marketplace motion.
• Strong network among India's major SIs and cloud-native/channel partners, with a track record of moving relationships from transactional to strategic.
• Comfort carrying a partner-sourced revenue quota and being measured on pipeline origination, not just deal closure.
• Strong stakeholder management skills — able to align internal sales, marketing, and partner-side stakeholders around joint goals.
• Native or business-fluent Indiaese and strong business English (for regional collaboration with APJ leadership).
• Based in or willing to relocate to Mumbai OR Delhi.

Responsibilities

• Build and scale GitLab's partner-sourced and influence business in India across hyperscalers, large India-centric SIs, and born-in-the-cloud/AI partners.
• Develop deep, strategic relationships with priority partners — joint business plans, QBRs, and named executive sponsorship.
• Own hyperscaler relationship management and Marketplace motion with AWS and/OR GCP.
• Grow relationships with major India SIs and channel partners and emerging AI-native partners.
• Drive partner-sourced pipeline and bookings, with a quota tied to partner-sourced revenue.
• Partner with the India sales team to ensure opportunities are identified, supported, and closed.

Skills

Partner management

Sales leadership

Hyperscaler relationships

Enterprise software

Channel sales

Business English

Job description

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. 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. * Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

About the Role

Our Senior Ecosystem Sales Manager (ESM) will be based in Mumbai or Delhi. This is a senior, market-facing role responsible for building and scaling GitLab's partner business in India across the full breadth of the ecosystem: hyperscalers, large India-centric system integrators (SIs), and born-in-the-cloud / AI-native partners. We are looking for someone with the range and seniority to credibly own strategic partner relationships across all of these partner types, and to help grow our business through these partners. This is a senior individual-contributor role for someone who has already built a career scaling partner-sourced and influenced revenue in India — someone who knows the hyperscaler ecosystem (AWS & GCP), has deep, credible relationships with India's major SIs, and understands how to engage newer-generation cloud-native and AI partners as they become an increasingly important part of the go-to-market.

What You'll Do

• Build and scale GitLab's partner-sourced and influence business in India across hyperscalers, large India-centric SIs, and born-in-the-cloud/AI partners.
• Develop deep, strategic (not transactional) relationships with a focused set of priority partners — joint business plans, QBRs, and named executive sponsorship.
• Own hyperscaler relationship management and Marketplace motion with AWS and/OR GCP.
• Build and grow relationships with major India SIs and market-making channel/born-in-the-cloud partners and emerging AI-native partners.
• Drive partner-sourced pipeline and bookings, and carry a quota tied to partner-sourced/generated revenue.
• Partner closely with the India sales team to ensure partner-sourced opportunities are properly identified, supported, and closed.
• Work with the India and APJ Ecosystem team to help shape and refine the India Ecosystem coverage model.
• Contribute to partner enablement, certification, and go-to-market programs suited to the India market.
• Report on partner engagement health, pipeline contribution, and progress against strategic-partner milestones.

What We're Looking For

• 15+ years of experience in channel/alliance/partner management or ecosystem sales, ideally within enterprise software, DevOps, or cloud infrastructure.
• Extensive, well-rounded experience scaling a business through partners across hyperscalers, large India-centric SIs, and born-in-the-cloud/AI-native partners — not narrowly specialized in just one partner type.
• Direct experience managing hyperscaler relationships (AWS, GCP, and/or Azure) including Marketplace motion.
• A strong, credible existing network among India's major SIs and cloud-native/channel partners, with a track record of moving relationships from transactional to strategic.
• Comfort carrying a partner-sourced revenue quota and being measured on pipeline origination, not just deal closure.
• Strong stakeholder management skills — able to align internal sales, marketing, and partner-side stakeholders around joint goals.
• Native or business-fluent Indiaese and strong business English (for regional collaboration with APJ leadership).
• Based in or willing to relocate to Mumbai OR Delhi.

Nice to Have

• Prior experience at or with a hyperscaler (AWS, GCP) in a partner or alliances capacity.
• Familiarity with GitLab, DevSecOps, or adjacent developer-tooling ecosystems.
• Experience helping design or reset a partner coverage model, comfortable building process rather than only inheriting one.

What Success Looks Like (First 6–12 Months)

• Joint business plans and an active engagement cadence (e.g., QBRs) in place across priority hyperscaler, SI, and cloud-native/AI partners.
• Demonstrable movement of key partner relationships from transactional to strategic engagement.
• Growing partner-sourced pipeline and bookings against quota.
• Credible input into finalizing the India Ecosystem coverage model, grounded in on-the-ground partner relationships.

About the Team

GitLab's APJ Ecosystem team builds and scales the partner (channel, alliance, and hyperscaler) motion across the region. India is a strategic market for GitLab, and this hire is central to strengthening our partner ecosystem there — deepening a smaller number of high-value partnerships rather than spreading thin across many transactional ones.

How GitLab Supports Full-Time Employees

• 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

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, marital status, 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 .

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.