Director - Ecosystems Sales

An overview of this role

As the Director Ecosystem Sales EMEA you’ll lead a team of Ecosystem Sales Managers to grow GitLab’s business with hyperscalers regional and global system integrators resellers and distributors across EMEA. You’ll build senior relationships with partners like AWS and Google shape region-specific go-to-market strategies and connect GitLab’s DevSecOps platform to partner-led opportunities that help customers modernize software delivery. In this role you’ll own partnership revenue targets drive partner-influenced and partner-sourced pipeline and work closely with EMEA sales leadership marketing product and enablement to ensure our ecosystem efforts are tightly aligned to regional priorities and buying behaviors. Over your first year you’ll be expected to strengthen our EMEA partner landscape increase field engagement and co-selling and identify new strategic partners and integrations that reflect local market regulatory and cultural dynamics across the region.

What you’ll do

• Lead a team of Ecosystem Sales Managers across EMEA setting clear priorities and ensuring strong partner engagement and execution in each market.

• Build and deepen senior-level relationships with AWS Google system integrators resellers and distributors to drive joint revenue opportunities and co-selling motions.

• Develop and execute regional ecosystem sales strategies that reflect local market dynamics regulatory requirements and cultural nuances across EMEA.

• Collaborate with GitLab’s direct sales marketing and regional leadership teams to integrate partner solutions into customer engagements and joint go-to-market plans.

• Drive partner-influenced and partner-sourced pipeline by aligning field teams with partners on account planning opportunity management and deal acceleration.

• Partner with marketing to design and deliver localized campaigns field activities and events that grow awareness and adoption of GitLab through the ecosystem.

• Work with product engineering and partner enablement teams to support deeper technical integrations differentiated value propositions and partner readiness.

• Monitor EMEA market trends competitive dynamics and emerging partners to refine ecosystem strategy and identify new strategic partnership opportunities.

What you’ll bring

• Experience owning and growing strategic partnerships with enterprise technology companies including hyperscalers across EMEA markets.

• Background driving partner-influenced and partner-sourced revenue in complex multi-country sales environments.

• Strong understanding of DevOps cloud computing and enterprise software with familiarity with the EMEA technology and partner landscape.

• Experience leading and developing distributed high-performing partner or ecosystem sales teams across multiple time zones and cultures.

• Ability to build and maintain senior-level relationships influence without direct authority and negotiate across diverse partner organizations.

• Clear structured communication and presentation skills in English with the ability to convey complex concepts to varied audiences.

• Comfortable working in a global remote-first cross-functional environment with sales marketing product finance and legal stakeholders.

• Openness to drawing on diverse experiences and transferable skills that support ecosystem strategy partnership development and regional go-to-market execution.

About the team

The Ecosystem Sales team in EMEA is responsible for driving joint revenue and go-to-market execution with GitLab’s hyperscaler system integrator reseller and distributor partners across the region. As part of a global all-remote organization our team of 8 Ecosystem Sales Managers collaborates asynchronously with regional sales marketing product and partner enablement teams to align partner strategies with GitLab’s broader business objectives. We are focused on deepening strategic relationships with partners like AWS and Google scaling co-selling motions in diverse EMEA markets and building repeatable localized ecosystem plays that accelerate adoption of GitLab’s DevSecOps platform.

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