Partner Program Manager New Remote, United States

GitLab Inc.; United States; Remote; USD 160,000 - 210,000; Full time

Job summary

GitLab Inc. is seeking a Manager, Global Partner Programs to turn ecosystem strategy into repeatable programs that drive value across the customer lifecycle.

You’ll own portfolio workstreams including partner sourcing, services attach, adoption, renewals, MSPs, GSIs, hyperscaler, and marketplace motions. This strategic individual contributor role partners with Ecosystem Sales, Partner Operations, Finance, Legal, Marketing, Product, Customer Success, and Enablement to launch programs, adjust

Qualifications

• Experience in partner programs, channel strategy, alliances, ecosystem operations, or related go-to-market function.
• Track record of taking complex programs from design through launch, adoption, measurement, and iteration.
• Understanding of partner economics, incentives, MDF, deal registration, and co-sell programs.

Responsibilities

• Own the roadmap, priorities, and execution for global partner programs across Acquire, Commit, and Consume.
• Coordinate requirements and milestones across multiple functions and regions.
• Improve the partner journey from onboarding to activation and expansion; turn feedback into program improvements.
• Design and rollout partner incentives and build business cases with Finance and Ecosystem leadership.
• Maintain program guides, eligibility rules, and documentation for compliance and easy understanding.
• Create launch materials and trainings to drive adoption of programs and commercial changes.
• Define success measures and report on them consistently with Revenue Operations.
• Use performance data to guide investment changes and reduce manual work.

Skills

Partner programs

Channel strategy

Ecosystem operations

Cross-functional leadership

Analytical judgment

Communication

Program management

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 valuesand 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.

An overview of this role

As the Manager, Global Partner Programs, you’ll turn GitLab’s ecosystem strategy into repeatable programs that help partners create value across the full customer lifecycle: Acquire, Commit, and Consume. You’ll own a portfolio of global partner program workstreams, such as partner sourcing, services attach, adoption, renewals, managed service providers (MSPs), global systems integrators (GSIs), hyperscaler, and marketplace motions, and make them clear, usable, and measurable for partners and sellers across regions.

This is a strategic individual contributor role. You’ll lead through expertise and influence rather than direct reports. You’ll partner with Ecosystem Sales, Partner Operations, Finance, Legal, Marketing, Product, Customer Success, and Enablement to launch and improve programs, recommend changes to incentives and policy, and connect program activity to pipeline, revenue, and customer outcomes. In your first year, you’ll focus on building a clear roadmap for your portfolio, simplifying partner requirements and rules of engagement, and setting up consistent reporting on program performance. As the team grows, this role may expand to include leading partner program managers.

What you’ll do

• Own the roadmap, priorities, and execution for an assigned set of global partner programs across Acquire, Commit, and Consume, within agreed strategy, policy, and budget.
• Coordinate requirements, milestones, owners, and risks across Ecosystem Sales, Partner Operations, Finance, Legal, Marketing, Services, Customer Success, Product, Enablement, and regional teams.
• Improve the partner journey from onboarding and capability building through activation, co-selling, adoption, and expansion, turning partner and field feedback into prioritized program improvements.
• Support the design and rollout of partner incentives, including margin, rebates, market development funds (MDF), deal registration, services attach, and consumption, and build business cases with Finance and Ecosystem leadership.
• Maintain program guides, eligibility rules, approval flows, and documentation, partnering with Legal and Finance so programs are compliant, auditable, and easy to understand.
• Create playbooks, launch materials, and training with Enablement and regional teams to drive adoption of new programs and commercial changes.
• Define success measures for each program, such as partner-sourced pipeline, services attach, adoption, and incentive use, and partner with Revenue Operations to report on them consistently.
• Use performance data to recommend investment changes, reduce exceptions and manual work, and elevate decisions that go beyond your scope.

What you’ll bring

• Experience in partner programs, channel strategy, alliances, ecosystem operations, or a related go-to-market function.
• A track record of taking complex programs from design through launch, adoption, measurement, and iteration.
• Understanding of partner economics, including incentives, deal registration, MDF, services programs, co-selling, and rules of engagement.
• Ability to lead global, cross-functional work without direct authority, setting clear owners, decisions, and escalation paths.
• Analytical judgment and the ability to connect program activity to pipeline, revenue, and customer outcomes.
• Strong written communication, including the ability to make complex commercial concepts simple for partners and sellers.
• Program management discipline across prioritization, dependencies, risk, and follow-through, with a bias toward practical execution.
• Familiarity with SaaS, cloud, DevOps, or AI partner ecosystems; consumption-based pricing; or hyperscaler marketplace and co-sell programs is a plus.
• Openness to candidates with transferable experience who can build trust across teams and turn strategy into results.

About the team

The Ecosystem team helps GitLab grow through partners, including GSIs, MSPs, professional services partners, resellers, and cloud hyperscalers. We’re building a more intentional partner model that goes beyond the transaction to create value across sourcing, co-selling, deployment, adoption, services, and consumption. We work asynchronously across regions as part of a remote-first company, with occasional travel for partner meetings, planning, and program launches.

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. 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.