Senior Ecosystem Sales Manager

ABOUT THE ROLE GitLab is the intelligent orchestration platform for DevSecOps, powering more than 50 million developers and over half of the Fortune 100 to ship secure software faster. As a Senior Ecosystem Sales Manager you will lead the expansion of GitLab’s partner network in India, driving revenue growth through hyperscalers, system integrators, and cloud‑native AI partners. Your work will shape the strategy and execution of partner‑sourced pipeline, ensuring that GitLab’s solutions are deeply embedded in the Indian market and positioned for long‑term success. WHAT YOU'LL DO You will build and scale partner‑sourced and influence revenue across AWS, GCP, and other hyperscalers, while cultivating deep, strategic relationships with India’s leading SIs and emerging AI‑native partners. You will own the Marketplace motion, develop joint business plans, conduct quarterly business reviews, and secure executive sponsorship to move relationships from transactional to strategic. You will partner closely with the India sales team to identify, support, and close partner‑sourced opportunities, ensuring alignment across sales, marketing, and partner programs. You will contribute to the design of partner enablement, certification, and go‑to‑market programs tailored to the Indian ecosystem, and report on engagement health, pipeline contribution, and milestone progress. You will also collaborate with the APJ Ecosystem team to refine the India coverage model, providing insights from on‑the‑ground partner relationships. WHAT YOU'LL NEED You bring over 15 years of experience in channel, alliance, or ecosystem sales within enterprise software, DevOps, or cloud infrastructure, with a proven record of scaling business through hyperscalers, SIs, and cloud‑native partners. You have direct experience managing AWS, GCP, or Azure relationships, including Marketplace execution, and a credible network of India’s major SIs and cloud partners. You are comfortable carrying a partner‑sourced revenue quota and being measured on pipeline origination. Your stakeholder management skills enable you to align internal sales, marketing, and partner stakeholders around joint objectives. You are fluent in business English and either native or business‑fluent in Indian languages, and you are based in or willing to relocate to Mumbai or Delhi. Prior experience at a hyperscaler in a partner or alliances role, familiarity with GitLab or adjacent developer‑tooling ecosystems, and experience designing partner coverage models are strong pluses. WHY REMOTE GitLab embraces a distributed, asynchronous culture that empowers teams to work from anywhere while maintaining high performance. This role is fully remote, allowing you to collaborate with colleagues across time zones through flexible scheduling, robust virtual collaboration tools, and a focus on outcomes rather than hours. Remote employees enjoy the freedom to design their work environment, while still benefiting from a unified company culture and access to global resources. BENEFITS GitLab offers a competitive benefits package that includes comprehensive health coverage, generous paid time off, a remote work stipend, and a learning budget to support continuous professional development. Additional perks include equity participation, wellness programs, and access to an extensive library of training resources.