[Hiring] Partner Program Manager @GitLab

Role Description

As the Manager, Global Partner Programs, you’ll turn GitLab’s ecosystem strategy into repeatable programs that help partners create value across the full customer lifecycle: Acquire, Commit, and Consume. You’ll own a portfolio of global partner program workstreams, such as:

• Partner sourcing
• Services attach
• Adoption
• Renewals
• Managed service providers (MSPs)
• Global systems integrators (GSIs)
• Hyperscaler
• Marketplace motions

This is a strategic individual contributor role. You’ll lead through expertise and influence rather than direct reports. You’ll partner with various teams to:

• Launch and improve programs
• Recommend changes to incentives and policy
• Connect program activity to pipeline, revenue, and customer outcomes

In your first year, you’ll focus on:

• Building a clear roadmap for your portfolio
• Simplifying partner requirements and rules of engagement
• Setting up consistent reporting on program performance

What you’ll do

• Own the roadmap, priorities, and execution for an assigned set of global partner programs across Acquire, Commit, and Consume, within agreed strategy, policy, and budget.
• Coordinate requirements, milestones, owners, and risks across various teams.
• Improve the partner journey from onboarding and capability building through activation, co-selling, adoption, and expansion.
• Support the design and rollout of partner incentives, including margin, rebates, market development funds (MDF), deal registration, services attach, and consumption.
• Maintain program guides, eligibility rules, approval flows, and documentation.
• Create playbooks, launch materials, and training with Enablement and regional teams.
• Define success measures for each program and partner with Revenue Operations to report on them consistently.
• Use performance data to recommend investment changes and escalate decisions that go beyond your scope.

Qualifications

• Experience in partner programs, channel strategy, alliances, ecosystem operations, or a related go-to-market function.
• A track record of taking complex programs from design through launch, adoption, measurement, and iteration.
• Understanding of partner economics, including incentives, deal registration, MDF, services programs, co-selling, and rules of engagement.
• Ability to lead global, cross-functional work without direct authority.
• Analytical judgment and the ability to connect program activity to pipeline, revenue, and customer outcomes.
• Strong written communication skills.
• Program management discipline across prioritization, dependencies, risk, and follow-through.
• Familiarity with SaaS, cloud, DevOps, or AI partner ecosystems is a plus.
• Openness to candidates with transferable experience.

Benefits

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

About the team

The Ecosystem team helps GitLab grow through partners, including GSIs, MSPs, professional services partners, resellers, and cloud hyperscalers. We’re building a more intentional partner model that goes beyond the transaction to create value across sourcing, co-selling, deployment, adoption, services, and consumption.