Director, Strategic Partnerships

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Work arrangement: Not specified
Location: United States
Salary: Not specified
Apply by: Not specified
Employment type: Full-time
Experience: Not specified

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About This Role

GitLab operates as an intelligent orchestration platform for DevSecOps, aiding organizations in improving developer efficiency, cutting security risks, and accelerating digital transformation. Over 50% of the Fortune 100 rely on this technology to ship secure software faster. As the Director, Strategic Partnerships , you will act as a single-threaded owner managing relationships with core cloud infrastructure providers, specifically AWS and Google Cloud. Reporting directly to the VP of Corporate Development…

Job Description

As the Director, Strategic Partnerships, you will act as a single-threaded owner managing relationships with core cloud infrastructure providers, specifically AWS and Google Cloud. Reporting directly to the VP of Corporate Development & Strategic Partnerships, you will oversee both high-level strategy and hands-on execution. Your duties will encompass managing cloud infrastructure spending, steering renewal negotiations for major enterprise agreements, and driving product integrations paired with joint go-to-market strategies. This position emphasizes commercial ownership and technical depth rather than partner-sourced sales pipelines.

This role suits professionals with deep experience in enterprise software or cloud alliances who excel at managing vendor relationships end-to-end without relying on delegation. Candidates based in the US Eastern or Central time zones receive preference due to internal coordination requirements.

Responsibilities

Serve as the primary contact and single-threaded owner for AWS and Google Cloud partnerships
Manage the complete commercial lifecycle of cloud agreements, including rate negotiations and tracking consumption
Lead renewal negotiations for enterprise agreements well ahead of expiration
Partner with Finance and FinOps on cloud spend forecasting, true-ups, and cost optimization
Collaborate with internal and external engineering teams to deliver joint technical product integrations
Develop and execute joint go-to-market strategies connecting company business priorities to partner initiatives
Coordinate cross-functional tasks across product, engineering, sales, marketing, and finance groups
Prepare executive briefings and recommendations regarding partnership investments, trade-offs, and metrics

Requirements

Significant background managing strategic alliances, vendor management, or commercial enterprise software relationships
Direct experience negotiating enterprise cloud commercial agreements like EDP or MACC with a major hyperscaler
Proven track record of managing an end-to-end cloud contract renewal cycle from planning to closing
Practical experience driving product or technical integrations alongside cloud partners
Strong project management skills with a hands-on approach to organizing complex workstreams
Technical fluency in software development, cloud infrastructure, and platform integrations

Qualifications

Location preference for candidates residing in the US Eastern or Central time zones

Core Skills

AWS Git Communication Excel Sales Negotiation Recruitment

Benefits

Flexible paid time off
Team Member Resource Groups
Equity compensation and Employee Stock Purchase Plan
Growth and development fund
Parental leave

Frequently Asked Questions

Answers are based only on the employer’s listing; where it doesn’t say, neither do we.

What is the employment type for this role?

This is a full-time position.

What is the location or remote status of the job?

The posting states that the role is remote, though candidates based in the US Eastern or Central time zones are preferred for cross-functional coordination needs.

What is the salary range for this position?

The base salary range for US residents is between $168,000 and $285,600 USD, determined by factors such as experience, geographic location, and equity.

Does this role focus on partner-sourced sales or channel revenue?

No, this is not a co-sell, channel, or revenue-through-partners role; success is measured by commercial ownership, technical integration depth, and renewal outcomes.