Director Strategic Partnerships
GitLab is an AI-powered DevSecOps platform that unifies the entire software development lifecycle into a single application. It helps development, security, and operations teams to collaborate and deliver software more efficiently, with security integrated at every step. The platform is trusted by millions of users and a majority of the Fortune 100.
About GitLab Inc.
GitLab is a comprehensive, AI-powered DevSecOps platform that streamlines the entire software delivery process by unifying the development lifecycle into a single application. It integrates source code management, CI/CD, security, and monitoring to help teams build, secure, and operate software more efficiently. Key features include automated security scans built into the development pipeline and AI-driven tools like GitLab Duo for code suggestions and chat, which enhance developer productivity. GitLab serves a diverse client base, from startups and open-source projects to large enterprises, including over half of the Fortune 100. The platform aims to reduce complexity, accelerate delivery cycles, and strengthen security and compliance for its users.
Skills
About the Role
You will own two strategic external relationships and be accountable for their direction, operating rhythm, and outcomes. You will develop and execute multi-year partnership strategies that connect business priorities, product roadmaps, and AI strategy with partner initiatives. You will coordinate product, engineering, sales, marketing, and executive stakeholders; translate opportunities into actionable plans; track measurable results; and prepare executive recommendations and briefings.
Requirements
- Significant experience building and managing strategic partnerships, business development relationships, or alliance programs in enterprise software, cloud, or AI.
- Experience owning both partnership strategy and hands-on execution.
- Written and verbal communication skills for presenting clear recommendations to executives and cross-functional stakeholders.
- Project and program management skills for organizing complex workstreams and managing multiple initiatives.
- Technical fluency in software development, platform integrations, and AI or machine learning.
- Experience working with senior stakeholders on high-visibility initiatives and preparing executive briefings.
- Ability to influence without formal authority and build relationships across internal and external teams.
- Familiarity with the DevSecOps ecosystem.
- Ability to measure partnership impact through business and product outcomes.
Responsibilities
- Own and serve as the primary point of contact for one hyperscaler and one major AI lab partnership.
- Develop and execute multi-year partnership strategies and joint plans.
- Build working relationships with partner executives and product, engineering, sales, and marketing stakeholders.
- Run an operating cadence with clear priorities, owners, timelines, coordination points, and follow-through.
- Coordinate cross-functional work across product, engineering, sales, marketing, and executive stakeholders.
- Translate partner opportunities and requests into actionable internal plans.
- Track and communicate partnership outcomes, including pipeline influence, annual recurring revenue impact, integration progress, and joint go-to-market execution.
- Prepare executive recommendations and briefings to drive alignment on investments, trade-offs, and next steps.
Benefits
- Health, financial, and well-being benefits.
- Flexible Paid Time Off.
- Team Member Resource Groups.
- Equity compensation and Employee Stock Purchase Plan.
- Growth and Development Fund.
- Parental Leave.