Director, Ecosystems Sales

Git Lab is an open-core software company that develops the most comprehensive AI-powered Dev Sec Ops  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’s possible in software development.

Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.Git Lab 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.

An overview of this role

As the Director, Ecosystem Sales, EMEA, you’ll lead a team of Ecosystem Sales Managers to grow Git Lab’s business with hyperscalers, regional and global system integrators, resellers, and distributors across EMEA. You’ll build senior relationships with partners like AWS and Google, shape region-specific go-to-market strategies, and connect Git Lab’s Dev Sec Ops  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 EMEA 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 EMEA 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 doLead a team of Ecosystem Sales Managers across EMEA, 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 EMEA.Collaborate with Git Lab’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 Git Lab through the ecosystem.

Work with product, engineering, and partner enablement teams to support deeper technical integrations, differentiated value propositions, and partner readiness.

Monitor EMEA 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 EMEA markets.

Background driving partner-influenced and partner-sourced revenue in complex, multi-country sales environments.

Strong understanding of Dev Ops, cloud computing, and enterprise software, with familiarity with the EMEA 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,…