Director of Ecosystem Sales- Google Cloud

GitLab; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

An innovative firm is seeking a Director of Ecosystem Sales to drive partnerships with Google Cloud and accelerate revenue growth. This pivotal role involves strategizing global initiatives, collaborating cross-functionally, and leading a high-performing team focused on ecosystem success. Emphasizing a remote-first culture, the company fosters a collaborative environment where AI is embraced as a productivity multiplier. If you're passionate about building strategic partnerships and driving impactful sales initiatives, this opportunity offers the chance to make a significant difference in a dynamic industry landscape.

Benefits

Competitive salary and equity compensation

Generous parental leave and family planning benefits

Remote-first work culture with flexible work hours

Learning and development budget

Opportunities to contribute to open-source projects

Qualifications

• Proven experience managing strategic partnerships with enterprise technology companies.
• Strong understanding of DevOps, cloud computing, and enterprise software markets.

Responsibilities

• Build and maintain senior-level relationships with Google Cloud for revenue opportunities.
• Develop and execute a global strategy for partnerships, including business planning.

Skills

Strategic Partnership Management

Revenue Growth Strategies

DevOps Knowledge

Cloud Computing

Relationship-Building

Communication Skills

Cross-Functional Team Management

Data-Driven Decision Making

Education

MBA or equivalent advanced degree

Job description

Director of Ecosystem Sales - Google Cloud

Remote, US

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 the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values.

Thanks to products like Duo Enterprise and Duo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organization.

Position Overview: The Director of Ecosystem Sales will be responsible for driving the global partnerships with Google Cloud. This role will oversee strategic initiatives to accelerate revenue growth, expand joint go-to-market motions, and strengthen relationships with these critical partners. The Director of Ecosystem Sales will work cross-functionally with GitLab's sales, marketing, product, and alliances teams to ensure alignment and execution on strategic goals.

Responsibilities:

• Build and maintain senior-level relationships with Google Cloud to drive joint revenue opportunities.
• Develop and execute a global strategy for each partner, including business planning, co-sell motions, and enablement initiatives.
• Own and achieve revenue targets associated with these partnerships, including driving partner-influenced and partner-sourced opportunities.
• Collaborate with GitLab's direct sales teams to integrate partner solutions into customer engagements and maximize deal outcomes.
• Lead the creation and execution of joint go-to-market plans, including campaigns, field engagement, and events.
• Partner with marketing and alliances teams to design initiatives that increase market awareness and adoption of GitLab through ecosystem partnerships.
• Work closely with product and engineering teams to align on strategic initiatives that drive deeper technical integrations and differentiated value propositions.
• Collaborate with partner enablement teams to ensure technical and sales readiness across partner organizations.
• Identify and assess emerging strategic partners that align with GitLab's business goals and technology vision.
• Stay informed on industry trends and competitive dynamics to inform partnership strategies and priorities.
• Lead and develop a high-performing team focused on ecosystem sales and partner success.
• Foster a culture of accountability, collaboration, and continuous improvement within the team and across the organization.

Requirements:

• Proven experience managing strategic partnerships with enterprise technology companies such as Google Cloud.
• Demonstrated success in driving revenue growth through partner-influenced and partner-sourced sales.
• Strong understanding of DevOps, cloud computing, and enterprise software markets.
• Exceptional relationship-building skills with the ability to influence and negotiate at all levels of partner organizations.
• Excellent communication and presentation skills, with the ability to convey complex concepts to diverse audiences.
• Experience working in a global, remote-first environment and managing cross-functional teams.
• Ability to think strategically and execute tactically, with a data-driven approach to decision-making.

Preferred Qualifications:

• Familiarity with GitLab's product and ecosystem.
• Experience working with emerging technology partners and scaling joint go-to-market initiatives.
• MBA or equivalent advanced degree.

What We Offer:

• Competitive salary and equity compensation.
• Generous parental leave and family planning benefits.
• Remote-first work culture with flexible work hours.
• Learning and development budget to support professional growth.
• Opportunities to contribute to open-source projects and communities.

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.