GitLab - Senior Ecosystem Sales Manager, Japan

• 15+ years of experience in channel/alliance/partner management or ecosystem sales, ideally within enterprise software, DevOps, or cloud infrastructure. • Extensive, well-rounded experience scaling a business through partners across hyperscalers, large Japan-centric SIs, and born-in-the-cloud/AI-native partners — not narrowly specialized in just one partner type. • Direct experience managing hyperscaler relationships (AWS, GCP, and/or Azure) including Marketplace motion. • A strong, credible existing network among Japan's major SIs and cloud-native/channel partners, with a track record of moving relationships from transactional to strategic. • Comfort carrying a partner-sourced revenue quota and being measured on pipeline origination, not just deal closure. • Strong stakeholder management skills — able to align internal sales, marketing, and partner-side stakeholders around joint goals. • Native or business-fluent Japanese and strong business English (for regional collaboration with APJ leadership). • Based in or willing to relocate to Tokyo. • Prior experience at or with a hyperscaler (AWS, GCP) in a partner or alliances capacity. • Familiarity with GitLab, DevSecOps, or adjacent developer-tooling ecosystems. • Experience helping design or reset a partner coverage model, comfortable building process rather than only inheriting one. • What Success Looks Like (First 6–12 Months) • Demonstrable movement of key partner relationships from transactional to strategic engagement. • Growing partner-sourced pipeline and bookings against quota. • Credible input into finalizing the Japan Ecosystem coverage model, grounded in on-the-ground partner relationships. • 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: