GitLab is looking for a Senior Ecosystems Sales Manager: Scale, India to build and scale our partner business across hyperscalers, India-centric system integrators (SIs), and born-in-the-cloud/AI-native partners. This is a senior, market-facing individual-contributor role aligned with our new business team in India, focused on new logo acquisition and driving strategic partner-sourced revenue.
About the Team
GitLab's APJ Ecosystem team builds and scales the partner (channel, alliance, and hyperscaler) motion across the region. India is a strategic market for GitLab, and this hire is central to strengthening our partner ecosystem—deepening high-value strategic partnerships rather than transactional ones.
What You'll Do
- Build and scale GitLab's partner-sourced and influenced business in India across hyperscalers, large India-centric SIs, and born-in-the-cloud/AI partners.
- Develop strategic relationships with priority partners through joint business plans, QBRs, and executive sponsorship.
- Own hyperscaler relationship management and Marketplace motions with AWS and/or GCP.
- Drive partner-sourced pipeline and bookings while carrying a quota tied to partner-generated revenue.
- Partner closely with the India sales team to identify, support, and close partner-sourced opportunities.
- Collaborate with the India and APJ Ecosystem leadership to shape and refine the India Ecosystem coverage model.
- Contribute to partner enablement, certification, and go-to-market programs tailored to the Indian market.
- Monitor and report on partner engagement health, pipeline contributions, and strategic milestones.
What We're Looking For
- 15+ years of experience in channel/alliance management or ecosystem sales, ideally within enterprise software, DevOps, or cloud infrastructure.
- Proven track record scaling partner business across hyperscalers, major Indian SIs, and cloud-native/AI-native partners.
- Hands-on experience managing hyperscaler relationships (AWS, GCP, and/or Azure) and Marketplace go-to-market motions.
- An established network across India's top SIs and cloud-native channel partners.
- Experience carrying a partner-sourced revenue quota with accountability for pipeline origination.
- Strong stakeholder management and cross-functional alignment capabilities.
- Fluency in Hindi (native or business-level) and strong business English.
- Based in or willing to relocate to Mumbai or Delhi.
Nice to Have
- Prior partner or alliances experience directly at or with a major hyperscaler (AWS, GCP).
- Familiarity with GitLab, DevSecOps, or adjacent developer-tooling ecosystems.
- Experience designing or resetting partner coverage models and building repeatable processes.
What Success Looks Like (First 6–12 Months)
- Joint business plans and active QBR cadences established with priority partners.
- Demonstrable shift of key partner engagements from transactional to strategic.
- Consistent growth in partner-sourced pipeline and bookings against assigned quotas.
- Strategic contributions to the finalization of the India Ecosystem coverage model.
How GitLab Supports Team Members
- Comprehensive benefits for health, finances, and well-being
- Flexible Paid Time Off (PTO)
- Equity compensation and Employee Stock Purchase Plan (ESPP)
- Growth and Development Fund
- Parental leave
- Team Member Resource Groups (TMRGs)
Timezone overlap
UTC-6–-5
Benefits
Equity, ESPP, Commission, Health, PTO, Parental leave, Learning, Wellness
Open to
APAC
Sign in to track applications and earn points.
