Senior Ecosystems Sales Manager: Scale, India

GitLab; Bengaluru; Remote; INR 350,000 - 700,000; Full time

Benefits offered by this job

Flexible Paid Time Off

Equity Compensation & Employee Stock

Employee Stock Purchase Plan

Growth and Development Fund

Parental Leave

Team Member Resource Groups

Job summary

GitLab Inc. is seeking a Scale Ecosystem Sales Manager for India to build and scale partner-driven revenue across hyperscalers, SIs, and AI-native partners. You will own strategic relationships and drive new logo growth with a focus on long-term partnerships.

Based in India, ideally Mumbai or Delhi, you will partner with AWS, GCP, and leading Indian SIs to expand GitLab's partner ecosystem and accelerate regional go-to-market initiatives.

Qualifications

• 15+ years in channel/partner management or ecosystem sales for enterprise software/cloud.
• Strong network with India-based SIs, hyperscalers and cloud partners.
• Proven ability to move relationships from transactional to strategic.

Responsibilities

• Build and scale partner-sourced and influence business with hyperscalers and India-focused SIs.
• Develop strategic partner relationships with joint business plans and executive sponsorship.
• Own hyperscaler relationship management and marketplace motions.
• Grow partner-sourced pipeline and bookings against quota.
• Collaborate with India sales and APJ ecosystem teams to shape coverage models.
• Contribute to partner enablement, certification, and go-to-market programs.
• Report on partner engagement health and pipeline progress.

Skills

Partner management

Ecosystem sales

Stakeholder management

Sales lifecycle

Relationship building

Tools

AWS

GCP

Azure

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 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.

About The Role

The Scale Ecosystem Sales Manager (ESM), India is a senior, market-facing role responsible for building and scaling GitLab's partner business in India across the full breadth of the ecosystem. This role focuses on new logo acquisition and aligns closely with our new business team in India. This will involve working with hyperscalers, 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 Hindi 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.

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

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.

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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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