Director, Strategic Partnerships

About the Role

The role is intricately linked to GitLab's evolving AI strategy and the future of its AI-powered DevSecOps platform. The Director will help define where technical integration, commercial alignment, and joint go-to-market efforts can create the most value for GitLab. This involves developing a clear point of view, representing these partnerships with senior stakeholders, and personally driving the day-to-day work that spans multi-year planning and weekly execution.

GitLab's high-performance culture is driven by its values and continuous knowledge exchange, enabling team members to reach their full potential while collaborating with industry leaders to solve complex problems. The company's embrace of AI as a core productivity multiplier means that all team members are expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact.

What You Will Do

• Serve as the primary owner and point of contact for one hyperscaler and one major AI lab, personally accountable for the direction, operating rhythm, and outcomes of each partnership.
• Develop and drive multi-year partnership strategies and joint plans that connect GitLab's business priorities, product roadmap, and AI strategy with concrete partner initiatives.
• Build strong working relationships across partner organizations, including executives, product management, engineering, sales, and marketing stakeholders.
• Run a disciplined operating cadence across complex initiatives, with clear priorities, owners, timelines, coordination points, and follow-through.
• Coordinate cross-functional work inside GitLab to support partnership goals, aligning teams across product, engineering, sales, marketing, and the executive group.
• Translate partner opportunities and requests into actionable internal plans, including roadmap discussions, integration needs, commercial motions, and executive recommendations.
• Track and communicate measurable partnership outcomes such as pipeline influence, annual recurring revenue, and other key performance indicators.

What We Are Looking For

• 8+ years of experience in strategic partnerships, business development, or a related field, preferably in the tech industry.
• Proven track record of driving business outcomes through partnerships, with a strong understanding of the tech industry and a keen eye for innovation.
• Experience with Adjust and Excel, with the ability to leverage these tools to analyze data, identify trends, and inform partnership strategies.
• Strong relationship-building skills, with the ability to work effectively with executives, product management, engineering, sales, and marketing stakeholders.
• Excellent communication and project management skills, with the ability to drive multi-year partnership strategies and joint plans.
• Experience working in a fast-paced, dynamic environment, with a strong ability to adapt to changing priorities and deadlines.

Nice to Have

• Experience working with hyperscalers and AI labs, with a deep understanding of their business models and partnership strategies.
• Familiarity with GitLab's DevSecOps platform and AI-powered tools, with the ability to identify opportunities for technical integration and commercial alignment.
• Experience with data analysis and visualization tools, with the ability to track and communicate measurable partnership outcomes.

Benefits and Perks

• Competitive salary and equity package.
• Comprehensive health, dental, and vision insurance.
• Generous PTO policy, with flexible working hours and remote work options.
• Access to the latest tools and technologies, including Adjust and Excel.
• Opportunities for professional development and growth, with a strong focus on innovation and impact.

• Leverage your network: Reach out to current or former GitLab employees to gain insights into the company culture and the role's responsibilities.
• Highlight your strategic thinking: Showcase your ability to drive business outcomes through partnerships, with a strong understanding of the tech industry and a keen eye for innovation.
• Prepare to talk about AI and DevSecOps: Be ready to discuss how your skills and experience align with GitLab's AI strategy and DevSecOps platform.
• Showcase your Adjust and Excel skills: Highlight your proficiency in these tools, and be prepared to provide examples of how you've used them to analyze data and inform partnership strategies.
• Demonstrate your ability to work independently: As a single-threaded owner, you'll be responsible for driving the day-to-day work of the partnerships. Be prepared to discuss how you handle independence and self-motivation.
• Research GitLab's values and culture: Understand the company's values and culture, and be prepared to discuss how your own values and work style align with them.
• Be prepared for a challenging interview process: GitLab is known for its rigorous interview process. Be prepared to discuss your experience, skills, and fit for the role in detail.