Senior Ecosystem Sales Manager, Japan - GitLab

About the Role

The Ecosystem Sales Manager (ESM), Japan is a senior, market-facing role responsible for building and scaling GitLab's partner business in Japan. You will manage the full breadth of the ecosystem, including hyperscalers, large Japan-centric system integrators (SIs), and born-in-the-cloud/AI-native partners.

This is a senior individual-contributor role for a professional with a proven track record of scaling partner-sourced and influenced revenue in the Japanese market.

What You'll Do

• Strategic Growth: Build and scale partner-sourced business across hyperscalers, large SIs, and AI-native partners.
• Relationship Management: Develop deep, strategic relationships with priority partners through joint business plans, QBRs, and executive sponsorship.
• Hyperscaler Motion: Own relationship management and Marketplace motions with AWS and/or GCP.
• Partner Development: Grow relationships with major Japan SIs (e.g., SoftBank, Fujitsu, Hitachi, NTT) and emerging AI-native partners.
• Revenue Ownership: Carry a quota tied to partner-sourced/generated revenue and drive pipeline origination.
• Collaboration: Partner closely with the Japan sales team to ensure partner-sourced opportunities are identified, supported, and closed.
• Program Development: Contribute to partner enablement, certification, and go-to-market programs tailored to the Japan market.

What We're Looking For

• 15+ years of experience in channel/alliance/partner management or ecosystem sales, ideally in enterprise software, DevOps, or cloud infrastructure.
• Extensive experience scaling businesses through hyperscalers, large SIs, and cloud-native partners.
• Direct experience managing hyperscaler relationships (AWS, GCP, and/or Azure) including Marketplace motion.
• Strong, credible existing network among Japan's major SIs and cloud-native partners.
• Ability to carry a partner-sourced revenue quota and focus on pipeline origination.
• Native or business-fluent Japanese and strong business English.
• Based in or willing to relocate to Tokyo.

Nice to Have

• Prior experience at or with a hyperscaler (AWS, GCP) in an alliances capacity.
• Familiarity with GitLab, DevSecOps, or adjacent developer-tooling ecosystems.
• Experience designing or resetting partner coverage models.

Benefits

• Flexible Paid Time Off
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave
• Team Member Resource Groups