Staff Global Partner Programs Manager

OpenKrill; United States; Remote; USD 180,000 - 240,000; Full time

Benefits offered by this job

Flexible Paid Time Off

Equity Compensation

Employee Stock Purchase Plan

Growth and Development Fund

Parental Leave

Job summary

GitLab is seeking a Staff Global Partner Programs Manager to turn ecosystem strategy into repeatable programs across the customer lifecycle. You’ll own a portfolio of partner motions and work with multiple teams to launch, measure, and optimize programs that drive pipeline, revenue, and customer outcomes.

In this strategic individual contributor role, you’ll align with Ecosystem Sales, Partner Operations, Finance, Legal, Marketing, Product, and Enablement, setting a roadmap, simplifying

Qualifications

• Experience in partner programs, channel strategy, alliances, ecosystem operations, or a related go-to-market function.
• 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.

Responsibilities

• 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, 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.

Skills

Partner programs

Channel strategy

Alliances

Ecosystem operations

Go-to-market

Cross-functional collaboration

Analytics & measurement

Clear communication

Program management

Strategic influence

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.

An overview of this role

As a Staff Global Partner Programs Manager, 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.

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. If you're excited about this role,

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.

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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.