[Hiring] Senior Ecosystems Sales Manager @GitLab

Role Description

The Scale Ecosystem Sales Manager (ESM), India is a senior, market-facing role responsible for building and scaling GitLab's partner business in India across the full breadth of the ecosystem. This role focuses on new logo acquisition and aligns closely with our new business team in India. This will involve working with hyperscalers, India-centric system integrators (SIs), and born-in-the-cloud / AI-native partners.

• 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.

Qualifications

• 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.
• 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.
• 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.
• Based in or willing to relocate to Mumbai OR Delhi.

Requirements

• 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.

Benefits

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

What Success Looks Like (First 6–12 Months)

• Joint business plans and an active engagement cadence (e.g., QBRs) in place across priority hyperscaler, SI, and cloud-native/AI partners.
• Demonstrable movement of key partner relationships from transactional to strategic engagement.
• Growing partner-sourced pipeline and bookings against quota.
• Credible input into finalizing the India Ecosystem coverage model, grounded in on-the-ground partner relationships.