Senior Ecosystem Sales Manager - GitLab

About the Role

GitLab is seeking a Senior Ecosystem Sales Manager (ESM) based in Mumbai or Delhi to scale our partner business in India. This senior, market-facing role focuses on hyperscalers, large India-centric system integrators (SIs), and AI-native partners. You will own strategic relationships and drive partner-sourced revenue in a high-performance, AI-forward environment.

What You'll Do

• Strategic Growth: Build and scale GitLab’s partner-sourced and influenced business across hyperscalers, SIs, and AI-native partners.
• Relationship Management: Develop deep, strategic partnerships through joint business plans, QBRs, and executive sponsorship.
• Marketplace Motion: Own hyperscaler relationship management (AWS and/or GCP) and drive Marketplace motions.
• Revenue Ownership: Carry a quota tied to partner-sourced/generated revenue and drive pipeline origination.
• Cross-Functional Collaboration: Partner with the India sales team to ensure opportunities are identified, supported, and closed.
• Program Development: Contribute to partner enablement, certification, and go-to-market programs tailored to the India market.

What We're Looking For

• Experience: 15+ years in channel/alliance/partner management or ecosystem sales, specifically in enterprise software, DevOps, or cloud infrastructure.
• Ecosystem Expertise: Proven track record scaling businesses through hyperscalers (AWS, GCP, Azure) and major India-centric SIs.
• Network: Strong, credible existing network among India’s major SIs and cloud-native partners.
• Strategic Mindset: Ability to move relationships from transactional to strategic.
• Communication: Native or business-fluent in local languages and strong business English for regional collaboration.
• Location: Based in or willing to relocate to Mumbai or Delhi.

Why GitLab?

GitLab is the intelligent orchestration platform for DevSecOps. We embrace AI as a core productivity multiplier and foster a culture of continuous knowledge exchange. We offer competitive equity, flexible PTO, and comprehensive benefits to support your health, finances, and well-being.