Senior Ecosystem Sales Manager (ESM)- ASEAN - 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 team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact.

About the Team

GitLab's APJ Ecosystem team builds and scales the partner (channel, alliance, and hyperscaler) motion across the region. ASEAN is a strategic market for GitLab, and this hire is central to strengthening our partner ecosystem there — deepening a smaller number of high-value partnerships rather than spreading thin across many transactional ones.

About the Role

Based in Singapore, our Ecosystem Sales Manager (ESM)- ASEAN, is a senior, market-facing role responsible for building and scaling GitLab's partner business in ASEAN countries across the full breadth of the ecosystem: hyperscalers, large ASEAN-centric system integrators (SIs), and born-in-the-cloud / AI-native partners.

This is a senior individual-contributor role for someone who has built a career scaling partner-sourced and influenced revenue in ASEAN, understands the hyperscaler ecosystem (AWS & GCP), holds deep relationships with ASEAN's major SIs, and knows how to engage newer-generation cloud-native and AI partners.

What You'll Do

• Build and scale GitLab's partner-sourced and influence business in ASEAN across hyperscalers, large ASEAN-centric SIs, and born-in-the-cloud/AI partners.
• Develop deep, strategic relationships with a focused set of priority partners through joint business plans, QBRs, and named executive sponsorship.
• Own hyperscaler relationship management and Marketplace motion with AWS and/or GCP.
• Build and grow relationships with major ASEAN SIs, market-making channel partners, and emerging AI-native partners.
• Drive partner-sourced pipeline and bookings, carrying a quota tied to partner-sourced/generated revenue.
• Partner closely with the ASEAN sales team to ensure partner-sourced opportunities are properly identified, supported, and closed.
• Collaborate with the ASEAN and APJ Ecosystem team to help shape and refine the ASEAN Ecosystem coverage model.
• Contribute to partner enablement, certification, and go-to-market programs suited to the ASEAN market.
• Report on partner engagement health, pipeline contribution, and progress against strategic-partner milestones.

What We're Looking For

• 15+ years of experience in channel, alliance, or partner management / ecosystem sales, ideally within enterprise software, DevOps, or cloud infrastructure.
• Well-rounded experience scaling partner revenue across hyperscalers, large ASEAN-centric SIs, and cloud-native/AI-native partners.
• Direct experience managing hyperscaler relationships (AWS & GCP) including Marketplace motions.
• A strong existing network among ASEAN's major SIs and cloud-native/channel partners, with a proven track record of moving relationships from transactional to strategic.
• Comfort carrying a partner-sourced revenue quota and being measured on pipeline origination.
• Strong stakeholder management skills to align internal sales, marketing, and partner teams around shared objectives.

Nice to Have

• Prior experience at or with a hyperscaler (AWS, GCP) in a partner or alliance capacity.
• Familiarity with GitLab, DevSecOps, or adjacent developer-tooling ecosystems.
• Experience designing or resetting a partner coverage model and building new processes.

What Success Looks Like (First 6–12 Months)

• Joint business plans and an active engagement cadence (e.g., QBRs) established across priority hyperscaler, SI, and cloud-native/AI partners.
• Demonstrable movement of key partner relationships from transactional to strategic engagement.
• Growing partner-sourced pipeline and bookings against quota.
• Meaningful input into finalizing the ASEAN Ecosystem coverage model based on on-the-ground partner relationships.