Director, Strategic Partnerships

As the Director, Strategic Partnerships, you will own GitLab's relationships with its two major cloud infrastructure partners: AWS and Google Cloud. This is a single-threaded owner role, reporting to the VP, Corporate Development & Strategic Partnerships. You will shape partnership strategy from the top down and drive execution from the ground up, turning strategic relationships into durable business outcomes. You will own the commercial relationship end-to-end: managing GitLab's cloud infrastructure spend and consumption commitments, and leading renewal negotiations for enterprise agreements (e.g., EDPs, MACCs, or equivalent) before they come due. You will also own the technical and go-to-market side of each relationship: driving product integrations, shaping joint go-to-market strategy, and connecting GitLab's product roadmap and AI strategy to concrete partner initiatives. This is not a co-sell, channel, or revenue-through-partners role.

• Serve as the primary owner and point of contact for GitLab's cloud infrastructure partnerships with AWS and Google Cloud.
• Own the full commercial lifecycle of each relationship: negotiating rates and terms, tracking consumption against committed spend, and leading renewal negotiations well ahead of contract expiration.
• Manage cloud infrastructure spend as a standing responsibility, partnering with Finance/FinOps on forecasting, true-ups, and cost optimization across both hyperscalers.
• Drive product integrations with each partner, working directly with engineering and product management counterparts on both sides.
• Develop and lead joint go-to-market strategy for each partnership, connecting GitLab's business priorities, product roadmap, and AI strategy to 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 you drive yourself.
• Coordinate cross-functional work inside GitLab to support partnership goals.
• Translate partner opportunities and requests into actionable internal plans.
• Track and communicate measurable partnership outcomes such as spend efficiency, consumption trends, renewal terms secured, integration progress, and joint go-to-market execution.
• Represent the partnerships at the executive level by preparing clear recommendations and briefing executives.

• Significant experience owning strategic partnerships, alliance relationships, or vendor/commercial relationships in enterprise software, cloud, and/or AI.
• Direct experience managing enterprise cloud commercial agreements (e.g., EDP, MACC, or similar consumption/spend commitments) with at least one major hyperscaler, including owning a renewal cycle.
• Experience driving product or technical integrations with a cloud partner, and shaping joint go-to-market strategy.
• Strong ownership mindset with the ability to operate as a single-threaded owner.
• Excellent written and verbal communication skills.
• Strong project and program management skills.
• Genuine technical fluency in software development, platform integrations, and cloud infrastructure.
• Experience working with senior stakeholders on high-visibility initiatives.
• Ability to influence without formal authority.
• Familiarity with the DevSecOps ecosystem and a results-oriented approach to measuring partnership impact.

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster. GitLab is where careers accelerate, innovation flourishes, and every voice is valued.

The base salary range for this role’s listed level is currently for residents of the United States only. The base salary range does not include any bonuses, equity, or benefits. United States Salary Range: $168,000—$285,600 USD. GitLab supports full-time employees with benefits to support health, finances, and well-being, including Flexible Paid Time Off, Team Member Resource Groups, Equity Compensation & Employee Stock Purchase Plan, Growth and Development Fund, and Parental Leave.

Apply via the provided Greenhouse link. GitLab welcomes interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. If you're excited about this role, please apply and allow our recruiters to assess your application.