Director, Ecosystem Sales, APJ

About the Role

Lead and expand GitLab's AI-powered DevSecOps platform sales within the Asia-Pacific Japan (APJ) region, driving significant impact through strategic ecosystem partnerships. This is an exciting opportunity to shape the future of software development by enabling everyone to contribute.

Responsibilities

• Develop and execute comprehensive ecosystem sales strategies to achieve and exceed revenue targets across the APJ region.
• Identify, recruit, and onboard new strategic partners, including resellers, system integrators, and technology partners.
• Cultivate and manage strong relationships with existing partners, ensuring their success and maximizing their contribution to GitLab's growth.
• Collaborate closely with regional sales teams to drive joint selling motions and partner-led opportunities.
• Provide partners with the necessary enablement, training, and resources to effectively sell and support GitLab's DevSecOps platform.
• Monitor market trends, competitive landscape, and customer needs within APJ to inform strategic decisions.
• Accurately forecast partner sales performance and report on key metrics to leadership.

Requirements

• Proven track record of success in ecosystem or channel sales leadership roles within the software industry, preferably in DevSecOps, Cloud, or AI.
• Deep understanding of the APJ market dynamics, business culture, and partner landscape.
• Strong experience in building, managing, and scaling partner programs and relationships.
• Demonstrated ability to achieve and exceed sales quotas through partner channels.
• Excellent communication, negotiation, and presentation skills, with the ability to influence at all levels.
• Strategic thinker with a hands-on approach to execution.
• Ability to work effectively in a fast-paced, remote-first, and globally distributed environment.

Nice-to-Haves

• Experience with open-core software models or developer tools.
• Familiarity with GitLab's DevSecOps platform and its AI capabilities.
• Existing network of partners and customers in the APJ region.

About the Team and Role Impact

GitLab is an open-core software company developing the most comprehensive AI-powered DevSecOps Platform, used by over 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. As a Director, Ecosystem Sales, APJ, you will play a critical role in expanding our reach and impact across a vital growth region, contributing directly to our mission and the acceleration of human progress. We embrace AI as a core productivity multiplier, and you will be part of a high-performance culture driven by our values and continuous knowledge exchange. This role is remote, based in Australia or Singapore.