The opportunity
The Strategic Partnerships team owns the strategy and relationship management for some of GitLab's most consequential external partners, including the hyperscalers powering GitLab's infrastructure and future AI capabilities. We work across product, engineering, sales, marketing,…
What you'll do
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.
What they're looking for
- 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.
