Director, Strategic Partnerships
$168,000–$285,600 year
RemoteUnited States
Job Summary
Own two critical external relationships: a hyperscaler and a major AI lab, serving as the single-threaded point of contact for direction, operating rhythm, and outcomes. Develop and execute multi-year partnership strategies that align GitLab's business priorities, product roadmap, and AI strategy with concrete partner initiatives. Build strong working relationships across partner organizations and coordinate cross-functional work inside GitLab to support joint go-to-market efforts. Translate partner opportunities into actionable internal plans, including roadmap discussions, integration needs, and commercial motions. Track measurable outcomes such as pipeline influence, annual recurring revenue impact, and integration progress while representing the partnerships at the executive level. This role sits close to GitLab's evolving AI strategy and the future of our AI-powered DevSecOps platform.
Required Qualifications
- Significant experience building and managing strategic partnerships, business development relationships, or alliance programs in enterprise software, cloud, and/or AI
- Strong ownership mindset with the ability to operate as a single-threaded owner who is accountable for both strategy and execution
- Comfortable doing the hands-on work personally rather than handing it off
- Excellent written and verbal communication skills
- Ability to distill complex partnership topics into clear recommendations for executives and cross-functional stakeholders
- Strong project and program management skills
- Ability to organize complex workstreams
- Ability to prioritize effectively
- Ability to keep multiple initiatives moving through direct, hands-on management
- Technical fluency in software development, platform integrations, and the AI or machine learning landscape
- Comfort engaging engineering and product counterparts in substantive conversations
- Experience working with senior stakeholders on high-visibility initiatives
- Ability to prepare executive briefings
- Ability to frame recommendations
- Ability to drive follow-through
- Ability to influence without formal authority
- Ability to build strong working relationships across internal and external teams
- Ability to navigate multiple priorities with sound judgment
- Familiarity with the DevSecOps ecosystem
- Results-oriented approach to measuring partnership impact through business and product outcomes
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