Senior Ecosystems Sales Manager: Scale, India
GitLab · Posted Nov 2
DevSecOps platform, software version control, CI/CD pipeline, and AI-assisted development services
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About the role
GitLab's APJ Ecosystem team builds and scales the partner (channel, alliance, and hyperscaler) motion across the region, with India as a strategic market where this hire will deepen a focused set of high-value partnerships. GitLab is an intelligent orchestration platform for DevSecOps, and this role focuses on new logo acquisition through hyperscalers, India-centric system integrators, and born-in-the-cloud/AI-native partners. The Scale Ecosystem Sales Manager owns hyperscaler and Marketplace relationships, drives partner-sourced pipeline and bookings, and carries a quota tied to partner-sourced revenue.
What you will do
- Build and scale GitLab's partner-sourced and influence business in India across hyperscalers, large India-centric SIs, and born-in-the-cloud/AI partners.
- Develop deep, strategic (not transactional) relationships with a focused set of priority partners — 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 India SIs and market-making channel/born-in-the-cloud partners and emerging AI-native partners.
- Drive partner-sourced pipeline and bookings, and carry a quota tied to partner-sourced/generated revenue.
- Partner closely with the India sales team to ensure partner-sourced opportunities are properly identified, supported, and closed.
- Work with the India and APJ Ecosystem team to help shape and refine the India Ecosystem coverage model.
- Contribute to partner enablement, certification, and go-to-market programs suited to the India market.
- Report on partner engagement health, pipeline contribution, and progress against strategic-partner milestones.
Skills used in this role
What the employer is looking for
- 15+ years of experience in channel/alliance/partner management or ecosystem sales, ideally within enterprise software, DevOps, or cloud infrastructure.
- Extensive, well-rounded experience scaling a business through partners across hyperscalers, large India-centric SIs, and born-in-the-cloud/AI-native partners — not narrowly specialized in just one partner type.
- Direct experience managing hyperscaler relationships (AWS, GCP, and/or Azure) including Marketplace motion.
- A strong, credible existing network among India's major SIs and cloud-native/channel partners, with a track record of moving relationships from transactional to strategic.
- Comfort carrying a partner-sourced revenue quota and being measured on pipeline origination, not just deal closure.
- Strong stakeholder management skills — able to align internal sales, marketing, and partner-side stakeholders around joint goals.
- Native or business-fluent Hindi and strong business English (for regional collaboration with APJ leadership).
- Based in or willing to relocate to Mumbai OR Delhi.
Preferred qualifications
- Prior experience at or with a hyperscaler (AWS, GCP) in a partner or alliances capacity.
- Familiarity with GitLab, DevSecOps, or adjacent developer-tooling ecosystems.
- Experience helping design or reset a partner coverage model, comfortable building process rather than only inheriting one.
Benefits and support
- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
About GitLab
GitLab is an intelligent orchestration platform for DevSecOps, delivered as a single application that empowers development, security, and operations teams to ship software faster and more securely. Operating as one of the world's largest all-remote companies, GitLab integrates the entire software lifecycle from planning and source code management to CI/CD and automated security testing. Millions of users and thousands of organizations globally rely on GitLab to scale their development workflows and adopt agentic AI engineering.
- Industry
- Software Development
- Company size
- 2375 employees
- Founded
- 2011
- Location
- San Francisco, California, USA
- Funding stage
- Public Company
Funding
Public Company · $435M raised
- 2022-09-16Post IPOUndisclosed
- 2019-09-17Series E$268M
- 2018-09-19Series D$100M
- 2017-10-10Series C$20M
- 2016-03-15Series B$4M
Leadership
Chief Executive Officer
Chief Financial Officer
Chief Technology Officer
Chief Product and Marketing Officer
Chief Business and Legal Officer
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