Director - Ecosystem Sales
An overview of this role
As the Director, Ecosystem Sales, AMER, 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 AMER. 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 AMER 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 AMER 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 AMER, 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 AMER.
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 AMER 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 AMER 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 AMER 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 AMER 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 AMER markets, and building repeatable, localized ecosystem plays that accelerate adoption of GitLab’s DevSecOps platform.
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.
United States Salary Range
$95,200—$252,000 USD
About the job
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Director - Ecosystem Sales
An overview of this role
As the Director, Ecosystem Sales, AMER, 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 AMER. 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 AMER 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 AMER 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 AMER, 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 AMER.
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 AMER 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 AMER 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 AMER 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 AMER 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 AMER markets, and building repeatable, localized ecosystem plays that accelerate adoption of GitLab’s DevSecOps platform.
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.
United States Salary Range
$95,200—$252,000 USD