Director, Strategic Partnerships

Responsibilities

• Serve as the primary owner and point of contact for GitLab's cloud infrastructure partnerships with AWS and Google Cloud, personally accountable for the direction, operating rhythm, and outcomes of each.
• Own the full commercial lifecycle of each relationship: negotiating rates and terms, tracking consumption against committed spend, and leading renewal negotiations well ahead of contract expiration.
• Manage cloud infrastructure spend as a standing responsibility, partnering with Finance/FinOps on forecasting, true-ups, and cost optimization across both hyperscalers.
• Drive product integrations with each partner, working directly with engineering and product management counterparts on both sides to identify, scope, and deliver joint technical initiatives.
• Develop and lead joint go-to-market strategy for each partnership, connecting GitLab's business priorities, product roadmap, and AI strategy to concrete partner initiatives, and then own getting those plans executed.
• Build strong working relationships across partner organizations, including executives, product management, engineering, sales, and marketing stakeholders.
• Run a disciplined operating cadence across complex initiatives, with clear priorities, owners, timelines, coordination points, and follow-through you drive yourself.
• Coordinate cross-functional work inside GitLab to support partnership goals, aligning teams across product, engineering, sales, marketing, finance, and the executive group.
• Translate partner opportunities and requests into actionable internal plans, including roadmap discussions, integration needs, commercial terms, and executive recommendations.
• Track and communicate measurable partnership outcomes such as spend efficiency, consumption trends, renewal terms secured, integration progress, and joint go-to-market execution.

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