Director, Cloud Partnerships & AI Strategy

GitLab Inc.; United States; Remote; USD 180,000 - 260,000; Full time

Job summary

GitLab Inc. is seeking a Director of Strategic Partnerships to own Cisco Cloud, AWS, and Google Cloud relationships end-to-end, driving commercial terms, renewals, and multi-year planning.

You will lead product integrations, co-go-to-market efforts, and align GitLab’s AI strategy with partner initiatives. You’ll collaborate with executives and cross-functional teams to ensure disciplined execution, measurable outcomes, and long-term impact on GitLab’s platform strategy.

Qualifications

• Significant experience owning strategic partnerships or vendor/commercial relationships in enterprise software, cloud, and/or AI.
• Experience managing enterprise cloud commercial agreements with major hyperscalers, including renewals.
• Proven track record delivering product/technical integrations with partners.
• Strong ownership mindset; capable of hands-on execution.
• Excellent written and verbal communication for executives and cross-functional teams.
• Strong project/program management across complex initiatives.
• Genuine technical fluency in software development and cloud infra.
• Experience briefing senior stakeholders and driving alignment.
• Ability to influence without formal authority across internal/external teams.
• Familiarity with DevSecOps ecosystems and measurable partnership impact.

Responsibilities

• Own the strategic partnerships with AWS and Google Cloud end-to-end, including direction and outcomes.
• Manage the full commercial lifecycle: negotiate rates/terms, track spend, and lead renewals.
• Oversee cloud spend forecasting, true-ups, and cost optimization with Finance/FinOps.
• Drive product integrations and joint go-to-market initiatives with partners.
• Coordinate cross-functional execution across product, eng, sales, marketing, and finance.
• Translate partner opportunities into actionable internal plans and roadmaps.
• Represent partnerships at the executive level with clear briefings and recommendations.
• Monitor and communicate measurable outcomes like spend efficiency and renewal terms.

Skills

Strategic partnerships

Enterprise cloud contracts

Product integrations

Ownership mindset

Executive communication

Program management

Technical fluency

Stakeholder management

Influence without authority

DevSecOps familiarity

US ET/CT time zones

Job description

GitLab Inc. is seeking a Director of Strategic Partnerships to own Cisco Cloud, AWS, and Google Cloud relationships end-to-end, driving commercial terms, renewals, and multi-year planning.

You will lead product integrations, co-go-to-market efforts, and align GitLab’s AI strategy with partner initiatives. You’ll collaborate with executives and cross-functional teams to ensure disciplined execution, measurable outcomes, and long-term impact on GitLab’s platform strategy.