Director, Strategic Partnerships

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.

• Serve as the primary owner and point of contact for GitLab's cloud infrastructure partnerships with AWS and Google Cloud, personally accountable for the direction, operating rhythm, and outcomes of each.

• Own the full commercial lifecycle of each relationship: negotiating rates and terms, tracking consumption against committed spend, and leading renewal negotiations well ahead of contract expiration.

• Manage cloud infrastructure spend as a standing responsibility, partnering with Finance/FinOps on forecasting, true-ups, and cost optimization across both hyperscalers.

• Drive product integrations with each partner, working directly with engineering and product management counterparts on both sides to identify, scope, and deliver joint technical initiatives.

• Develop and lead joint go-to-market strategy for each partnership, connecting GitLab's business priorities, product roadmap, and AI strategy to concrete partner initiatives, and then own getting those plans executed.

• Build strong working relationships across partner organizations, including executives, product management, engineering, sales, and marketing stakeholders.

• Run a disciplined operating cadence across complex initiatives, with clear priorities, owners, timelines, coordination points, and follow-through you drive yourself.

• Coordinate cross-functional work inside GitLab to support partnership goals, aligning teams across product, engineering, sales, marketing, finance, and the executive group.

• Translate partner opportunities and requests into actionable internal plans, including roadmap discussions, integration needs, commercial terms, and executive recommendations.

• Track and communicate measurable partnership outcomes such as spend efficiency, consumption trends, renewal terms secured, integration progress, and joint go-to-market execution.

• Represent the partnerships at the executive level by preparing clear recommendations, briefing executives, and helping drive alignment on investments, trade-offs, and next steps.

• Significant experience owning strategic partnerships, alliance relationships, or vendor/commercial relationships in enterprise software, cloud, and/or AI, with a track record of being in the details, not just setting direction. This experience should reflect owning one or a small number of relationships in depth, not administering a large multi-partner channel ecosystem.

• Direct experience managing enterprise cloud commercial agreements (e.g., EDP, MACC, or similar consumption/spend commitments) with at least one major hyperscaler, including experience owning a renewal cycle from expiration planning through negotiation and close.

• Experience driving product or technical integrations with a cloud partner, and shaping joint go-to-market strategy that connects a product roadmap to partner initiatives.

• Strong ownership mindset with the ability to operate as a single-threaded owner who is accountable for both strategy and execution, and comfortable doing the hands-on work personally rather than handing it off.

• Excellent written and verbal communication skills, with the ability to distill complex commercial and partnership topics into clear recommendations for executives and cross-functional stakeholders.

• Strong project and program management skills, including the ability to organize complex workstreams, prioritize effectively, and keep multiple initiatives moving through direct, hands-on management.

• Genuine technical fluency in software development, platform integrations, and cloud infrastructure, with comfort engaging engineering and product counterparts in substantive conversations, not just positioning technology commercially.

• Experience working with senior stakeholders on high-visibility initiatives, including preparing executive briefings, framing recommendations, and driving follow-through.

• Ability to influence without formal authority, build strong working relationships across internal and external teams, and navigate multiple priorities with sound judgment.

• Familiarity with the DevSecOps ecosystem and a results-oriented approach to measuring partnership impact through spend efficiency and business/product outcomes rather than partner-sourced revenue or quota attainment.

• Preferred: candidates based in US Eastern or Central time zones, given close cross-functional coordination needs.

• 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, please apply and allow our recruiters to assess your application.