Director, Strategic Partnerships

Significant experience building and managing strategic partnerships, business development relationships, or alliance programs in enterprise software, cloud, and/or AI — with a track record of being in the details, not just setting direction.

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.

Familiarity with the DevSecOps ecosystem and a results-oriented approach to measuring partnership impact through business and product outcomes.

Serve as the primary owner and point of contact for one hyperscaler and one major AI lab, personally accountable for the direction, operating rhythm, and outcomes of each partnership, including the tactical work of keeping things moving week to week.

Develop and drive multi-year partnership strategies and joint plans that connect GitLab's business priorities, product roadmap, and AI strategy with 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.

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

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

Track and communicate measurable partnership outcomes such as pipeline influence, annual recurring revenue impact, integration progress, and joint go-to-market execution.

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

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