Director, Ecosystem Sales, APJ

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, APJ, 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 Asia-Pacific Japan 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 APJ markets. The Director of Ecosystem Sales, APJ, will work cross-functionally with GitLab's sales, marketing, product, finance, and legal teams to ensure alignment and execution on regional strategic goals.

Responsibilities

Strategic Partnership Management

• Build and maintain senior-level relationships with hyperscaler partners to drive joint revenue opportunities across APJ markets
• Develop and execute region-specific strategies for each partner, accounting for local market dynamics, regulatory requirements, and cultural considerations across APJ countries
• Navigate diverse business practices and partnership models across different APJ markets

Team Leadership

• Lead and develop a high-performing team of Ecosystem Sales Managers focused on partner success and field engagement across the APJ region
• Foster a culture of accountability, collaboration, and continuous improvement within the team, embracing cultural diversity across APJ markets
• Manage talent across multiple time zones and cultural contexts within the APJ region

Revenue Growth

• Own and achieve revenue targets associated with partnerships across APJ, including driving partner-influenced and partner-sourced opportunities
• Collaborate with GitLab's direct sales teams across APJ to integrate partner solutions into customer engagements and maximize deal outcomes
• Adapt sales strategies to meet the unique needs and buying behaviors of APJ enterprise customers

Go-to-Market Execution

• Lead the creation and execution of joint go-to-market plans tailored to APJ 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 APJ
• Coordinate with local marketing teams to ensure cultural relevance and market fit across different APJ 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 APJ 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 APJ business objectives

Ecosystem Strategy & Innovation

• Identify and assess emerging strategic partners that align with GitLab's business goals and technology vision in the APJ region
• Stay informed on APJ-specific industry trends, competitive dynamics, and regulatory changes to inform partnership strategies and priorities
• Understand unique technology adoption patterns and digital transformation trends across APJ markets

Requirements

• Proven experience managing strategic partnerships with enterprise technology companies or hyperscalers in the APJ region
• Demonstrated success in driving revenue growth through partner-influenced and partner-sourced sales across diverse APJ markets
• Strong understanding of DevOps, cloud computing, and enterprise software markets with specific knowledge of APJ technology landscape
• Experience working across multiple APJ 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 APJ 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 APJ markets
• MBA or equivalent advanced degree
• Previous experience living or working extensively in the APJ region