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Director, Territory Partner Account Management 

Director Responsibilities

Team Management

  • Lead, manage, and motivate an assigned partner team including resource hiring, mentorship and performance management
  • Provide strategic leadership and a results-oriented mindset through high engagement, setting a clear vision and willingness to challenge assumptions
  • Lead by example in partnering with functional leaders in sales, programs, solution architects, product leadership, marketing, legal, customer success, services and operations to ensure customer and partner success.
  • Provide understanding of business dynamics and key drivers and set strategies, tactics, and success metrics.
  • Oversee co-selling to drive GitLab revenue with global or regional partners and through strategic cloud partner marketplaces.
  • Resolve partner and marketplace deal escalations.
  • Provide VP, Partners with critical business visibility and weekly business status.
  • Participate in and/or present in quarterly business reviews (QBRs).
  • Coordinate and collaborate with Finance, Partner Operations, Sales Operations, and Sales as needed.
  • Execute, manage and deliver GitLab pipeline and revenue tied to partner strategies and initiatives in close alignment with internal and external stakeholders
  • Maintain partner-driven pipeline and dashboards that help communicate to GitLab leadership the effectiveness of identified programs and investments. 
  • Oversee use of Salesforce for partner deal registrations
  • Proactively communicate partner-related value, success, and activities to GitLab regional sales teams and leadership.


Regional Partnering

  • Work closely with GitLab regional sales leadership to inform the partner strategies, programs and best practices.
  • Engage GitLab regional sales leadership, solutions architects and partner marketing teams to ensure awareness and leverage of partners.
  • Foster executive relationships regionally of GitLab sales leaders and partner organizations.
  • Evangelize GitLab’s value proposition to partner organizations.
  • Provide executive support at regional partner marketing events.
  • Oversee partner-led demand generation, pipeline building activities, and related go-to-market planning within the assigned region.
  • Leverage your extensive, long-standing professional network to maximize relationships with partners.
  • Partners with respective cross functional leaders to facilitate due diligence, fact finding, deal negotiations and final contract development and implementation
  • Ensure partner compliance with Partner programs and agreements.


Global Partner Management

  • Work closely with GitLab sales leadership to inform global partner strategies, programs and best practices.
  • Engage GitLab sales leadership, solutions architects and partner marketing teams to ensure awareness and leverage of global partners.
  • Foster executive relationships regionally of GitLab sales leaders and global partner organizations.
  • Evangelize GitLab’s value proposition globally to partner organizations.
  • Provide executive support at regional and global partner marketing events.
  • Oversee global partner-led demand generation, pipeline building activities, and related go-to-market planning.
  • Leverage your extensive, long-standing professional network to maximize relationships with global partners.
  • Partners with respective cross functional leaders to facilitate due diligence, fact finding, deal negotiations and final contract development and implementation
  • Ensure partner compliance with partner programs and agreements.


Director Requirements

Indirect Sales and Team Management

  • 10+ years of experience with indirect sales and people management.
  • Ability to build, lead and execute global partnering strategy in a cross-functional environment as a people leader
  • Ability to communicate the strategic direction of GitLab to the global partner team.
  • Success in driving indirect sales with open source solutions via resale, services (RSIs/GSIs), cloud partnerships, and distribution.
  • Understanding of offer creation, marketing, lead generation and professional services organization key performance indicators (KPIs)
  • Solid business development skills.
  • Experience delivering results via influenced revenue via service partners and/or indirect sales via resale or cloud partners.
  • Executive presence to lead and manage a strategic partner business. Be able to present up to sales leadership.
  • Strong executive selling and business development skills
  • Able to lead strategic projects on behalf of GitLab sales leadership to ensure growth.
  • Demonstrated progressive experience leading partner sales and managers, account management or sales teams with sizes of people +. 


Partner Management

  • 10+ years experience in partner management preferably in software or SaaS solutions.
  • Experience building, leading and executing strategy within a cross-functional environment. 
  • Ability to run a partner management team self sufficiently.
  • Knowledge and/or experience with different partner GTM and organizational models
  • Proven record of success developing partners strategically and economically.
  • Executive presence to lead and manage the most strategic partners
  • Experience working with regional and global systems integrators


Industry Knowledge

  • Familiarity with relevant industry landscape including trends, thought leadership
  • Knowledge of common industry-specific use cases.
  • Must stay up-to-date on relevant industry trends to provide strategic guidance and to effectively serve as a trusted advisor to their internal and external stakeholders
  • DevOps knowledge and/or experience including security and/or cloud services.
  • Experience with B2B indirect sales of high technology solutions.
  • Interest in GitLab, and open source software.



  • Qualities that match with GitLab core values and can inspire others to follow and act.
  • Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization.
  • Ability to work in a fast-paced environment; must be high energy, motivated and a self starter.
  • Effective communicator with good interpersonal skills and an ability to build strong relationships with partners and GitLab teams.
  • Ability and willingness to share domain knowledge among peers.
  • Continuous learner. Ability and desire to deepen technical and domain knowledge
  • Comfortable providing feedback to leadership to improve processes and systems
  • Results driven
  • Tenacity. Persists under tough circumstances. Resilient. Overcomes obstacles.
  • Strong tolerance for ambiguity; able to focus and execute in a changing environment; ability to make things happen
  • Experience with managing remote teams.
  • Ability to travel up to 50% within the assigned territory and comply with the company’s travel policy.


Director Performance Indicators

  • % Revenue Partner Source
  • % Revenue Partner Co-sell/Influence
  • Development of Partner Practices - skilled, certified consultants and deliver resources



To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.

Additional details about our process can be found on our hiring page.


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