GitLab - Director, Strategic Partnerships
Requirements
• 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 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. • Technical fluency in software development, platform integrations, and the AI or machine learning landscape, with comfort engaging engineering and product counterparts in substantive conversations. • 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 business and product outcomes. • The Strategic Partnerships team owns the strategy and relationship management for some of GitLab's most consequential external partners, including hyperscalers and AI companies that are shaping the future of software development. We work across product, engineering, sales, marketing, and the executive group to turn partnerships into differentiated growth for GitLab and to ensure those relationships support our long-term platform strategy. • We play an especially important role as GitLab continues to expand its AI-powered DevSecOps vision. Our partnership work is both strategic and deeply operational: we set direction, but we also personally drive the joint plans forward through steady execution, clear communication, and cross-functional coordination. This is not a role for someone who wants to hand off execution to others. In a fully remote and asynchronous environment, we operate with a high degree of ownership, transparency, and collaboration. • The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
Responsibilities
• 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.
Benefits
• $168,000—$285,600 USD • 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 • 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. • 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. • Country Hiring Guidelines:
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