Director, Ecosystem Sales, Apj

Overview
GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what is possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.
The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.
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
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
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
Additional language skills relevant to key APJ markets (Japanese, Mandarin, Korean, etc.)
MBA or equivalent advanced degree
Previous experience living or working extensively in the APJ region
Country Hiring Guidelines
GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
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