Partner Program Manager - GitLab

About GitLab

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.

We embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued.

Overview of the Role

As the Manager, Global Partner Programs, you will turn GitLab’s ecosystem strategy into repeatable programs that help partners create value across the full customer lifecycle: Acquire, Commit, and Consume. You will own a portfolio of global partner program workstreams—such as partner sourcing, services attach, adoption, renewals, managed service providers (MSPs), global systems integrators (GSIs), hyperscalers, and marketplace motions—and make them clear, usable, and measurable for partners and sellers across regions.

This is a strategic individual contributor role where you will lead through expertise and influence. You’ll partner with Ecosystem Sales, Partner Operations, Finance, Legal, Marketing, Product, Customer Success, and Enablement to launch and improve programs, recommend changes to incentives and policy, and connect program activity to pipeline, revenue, and customer outcomes.

What You'll Do

• Own the roadmap, priorities, and execution for an assigned set of global partner programs across Acquire, Commit, and Consume, within agreed strategy, policy, and budget.
• Coordinate requirements, milestones, owners, and risks across Ecosystem Sales, Partner Operations, Finance, Legal, Marketing, Services, Customer Success, Product, Enablement, and regional teams.
• Improve the partner journey from onboarding and capability building through activation, co-selling, adoption, and expansion, turning partner and field feedback into prioritized program improvements.
• Support the design and rollout of partner incentives, including margin, rebates, market development funds (MDF), deal registration, services attach, and consumption, and build business cases with Finance and Ecosystem leadership.
• Maintain program guides, eligibility rules, approval flows, and documentation, partnering with Legal and Finance so programs are compliant, auditable, and easy to understand.
• Create playbooks, launch materials, and training with Enablement and regional teams to drive adoption of new programs and commercial changes.
• Define success measures for each program (partner-sourced pipeline, services attach, adoption, incentive use) and partner with Revenue Operations for consistent reporting.
• Use performance data to recommend investment changes, reduce exceptions and manual work, and escalate strategic decisions.

What You'll Bring

• Experience in partner programs, channel strategy, alliances, ecosystem operations, or a related go-to-market function.
• A proven track record of taking complex programs from design through launch, adoption, measurement, and iteration.
• In-depth understanding of partner economics, including incentives, deal registration, MDF, services programs, co-selling, and rules of engagement.
• Demonstrated ability to lead global, cross-functional initiatives without direct authority, establishing clear owners and escalation paths.
• Strong analytical judgment and the ability to connect program activity to pipeline, revenue, and customer outcomes.
• Excellent written communication skills, with the ability to make complex commercial concepts simple for partners and sellers.
• Program management discipline across prioritization, dependencies, risk, and follow-through, with a bias toward practical execution.
• Familiarity with SaaS, cloud, DevOps, or AI partner ecosystems; consumption-based pricing; or hyperscaler marketplace and co-sell programs is a plus.

About the Team

The Ecosystem team helps GitLab grow through partners, including GSIs, MSPs, professional services partners, resellers, and cloud hyperscalers. We build intentional partner models that create value across sourcing, co-selling, deployment, adoption, services, and consumption. We work asynchronously across regions as part of a remote-first company, with occasional travel for partner meetings, planning, and program launches.