Director, Ecosystem Sales, EMEA

About GitLab

GitLab is the DevSecOps platform that empowers organizations to maximize the overall return on software development. GitLab is a single application for the entire DevSecOps lifecycle, enabling teams to collaborate better, ship faster, and operate securely. With a focus on inclusivity, transparency, and results, GitLab is an all-remote company that values employee growth and the impact of technology on society.

Position Overview

The Director, Ecosystem Sales, EMEA, leads a team of Ecosystem Sales Managers working with GitLab's hyperscaler and services/solutions partners to drive field engagement and co-selling across the EMEA region. This role will oversee strategic initiatives to accelerate revenue growth, expand joint go-to-market motions, and strengthen relationships with these critical partners throughout EMEA markets. The Director of Ecosystem Sales, EMEA will work cross-functionally with GitLab's sales, marketing, product, finance, and legal teams to ensure alignment and execution on regional strategic goals.

Expectations

• Knowledge: Expert in strategic ecosystem partner development, market analysis, and industry trends.

• Responsibilities: Oversees the entire ecosystem partner function for a defined region or territory, sets strategic direction, ensures alignment with overall business objectives, and manages a team of managers and analysts.

• Interaction: High-level interaction with senior executives, key partners, and major stakeholders.

• Impact: Significant, shaping the direction and success of ecosystem partner strategies and partnerships.

Responsibilities

Strategic Partnership Management

• Build and maintain senior-level relationships with AWS & Google, , Regional- and Global System integrators, Resellers and Distributor partners to drive joint revenue opportunities across EMEA markets

• Develop and execute region-specific strategies for each partner, accounting for local market dynamics, regulatory requirements, and cultural considerations across EMEA countries

• Navigate diverse business practices and partnership models across different EMEA markets

Team Leadership

• Lead and develop a high-performing team of Ecosystem Sales Managers focused on partner success and field engagement across the EMEA region

• Foster a culture of accountability, collaboration, and continuous improvement within the team, embracing cultural diversity across EMEA markets

• Manage talent across multiple time zones and cultural contexts within the EMEA region

Revenue Growth

• Own and achieve revenue targets associated with partnerships across EMEA, including driving partner-influenced and partner-sourced opportunities

• Collaborate with GitLab's direct sales teams across EMEA to integrate partner solutions into customer engagements and maximize deal outcomes

• Adapt sales strategies to meet the unique needs and buying behaviors of EMEA enterprise customers

Go-to-Market Execution

• Lead the creation and execution of joint go-to-market plans tailored to EMEA markets, including localized campaigns, field engagement, and regional events

• Partner with marketing teams to design initiatives that increase market awareness and adoption of GitLab through ecosystem partnerships in EMEA

• Coordinate with local marketing teams to ensure cultural relevance and market fit across different EMEA countries

Cross-Functional Collaboration

• Work closely with product and engineering teams to align on strategic initiatives that drive deeper technical integrations and differentiated value propositions for EMEA markets

• Collaborate with partner enablement teams to ensure technical and sales readiness across partner organizations in the region

• Coordinate with regional sales leadership to align partnership strategies with overall EMEA business objectives

Ecosystem Strategy & Innovation

• Identify and assess emerging strategic partners that align with GitLab's business goals and technology vision in the EMEA region

• Stay informed on EMEA-specific industry trends, competitive dynamics, and regulatory changes to inform partnership strategies and priorities

• Understand unique technology adoption patterns and digital transformation trends across EMEA markets

Requirements

• Proven experience managing strategic partnerships with enterprise technology companies and hyperscalers in the EMEA region

• Demonstrated success in driving revenue growth through partner-influenced and partner-sourced sales across diverse EMEA markets

• Strong understanding of DevOps, cloud computing, and enterprise software markets with specific knowledge of EMEA technology landscape

• Experience working across multiple EMEA countries and understanding of regional business practices, cultural nuances, and regulatory environments

• Exceptional relationship-building skills with the ability to influence and negotiate at all levels of partner organizations across different cultures

• Excellent communication and presentation skills in English, with the ability to convey complex concepts to diverse audiences across EMEA markets

• Experience working in a global, remote-first environment and managing cross-functional teams across multiple time zones

• Ability to think strategically and execute tactically, with a data-driven approach to decision-making adapted to regional market conditions

Preferred Qualifications

• Familiarity with GitLab's product and ecosystem

• Experience working with hyperscalers and scaling joint go-to-market initiatives in EMEA markets

• Additional language skills relevant to key EMEA markets

• MBA or equivalent advanced degree

• Previous experience living or working extensively in the EMEA region

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