Director, Cloud Partnerships & AI Strategy

GitLab Inc.; United States; Remote; USD 168,000 - 286,000; Full time

Benefits offered by this job

Flexible Paid Time Off

Equity Compensation & Employee StockP

Growth and Development Fund

Parental Leave

Team Member Resource Groups

Benefits to support health and well‑be

Job summary

GitLab is seeking a Director of Strategic Partnerships to own relationships with AWS and Google Cloud, driving commercial terms, technical integration, and joint go-to-market initiatives. You will work across product, engineering, sales, marketing, and finance to translate partner opportunities into concrete GitLab initiatives.

You will shape multi-year partnership strategy, drive renewal negotiations, and ensure alignment with GitLab's AI strategy and product roadmap.

Qualifications

• Significant experience owning strategic partnerships in enterprise software/cloud/AI.
• Direct experience managing enterprise cloud commercial agreements with hyperscalers.
• Proven ability to drive product/technical integrations and joint go-to-market strategies.
• Strong ownership mindset and ability to operate as a single-threaded owner.

Responsibilities

• Serve as the primary owner for GitLab's cloud infrastructure partnerships (AWS and Google Cloud).
• Manage full commercial lifecycle: negotiating rates/terms, tracking spend, renewals.
• Lead technical integrations and joint GTM strategy with partners.
• Develop and lead cross-functional alignment across product, engineering, sales, marketing, finance, and executives.
• Translate partner opportunities into internal roadmaps, commercial terms, and executive recommendations.
• Represent partnerships at executive level with clear recommendations and next steps.

Skills

Strategic partnerships

Cloud/AI experience

Executive communication

Project management

Single-threaded ownership

Job description

GitLab is seeking a Director of Strategic Partnerships to own relationships with AWS and Google Cloud, driving commercial terms, technical integration, and joint go-to-market initiatives. You will work across product, engineering, sales, marketing, and finance to translate partner opportunities into concrete GitLab initiatives.

You will shape multi-year partnership strategy, drive renewal negotiations, and ensure alignment with GitLab's AI strategy and product roadmap.