Senior Ecosystem Sales Manager - Japan at Gitlab

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. An overview of this role As a Senior Ecosystem Sales Manager in Japan, you will build and grow a high-impact partner ecosystem that helps GitLab customers adopt, implement, and expand their use of our DevSecOps platform. You will focus on strategic partners including hyperscalers (AWS and Google), system integrators, solution providers, and managed services partners, driving joint solutions, go-to-market motions, and pipeline generation that translate into measurable Net ARR and services growth. In this role, you will act as a key connector between partners and GitLab’s field sales organisation, collaborating closely with account executives, area sales managers, and regional leadership to ensure partners are integrated throughout the sales cycle. You will own strategic partner planning, from business plans and account mapping to governance and QBRs, and be expected in your first year to establish a strong partner network, create repeatable joint motions, and consistently forecast and report on cloud-related ecosystem performance. What you’ll do • Lead strategic relationships with hyperscalers (AWS and Google), system integrators, solution providers, and managed services partners across Japan to grow GitLab adoption. • Develop and execute joint business plans with key partners, including partner account mapping, go-to-market strategies, and governance models that drive pipeline and revenue. • Drive partner-sourced and partner-influenced demand generation activities in your territory, ensuring strong alignment with regional sales priorities and ecosystem objectives. • Collaborate closely with GitLab AEs, Area Sales Managers (ASMs), and sales leadership to integrate partners throughout the sales cycle and support NetARR performance in aligned territories. • Build, maintain, and expand strong working relationships with the GitLab field sales organisation to ensure partners are positioned as a core extension of the sales motion. • Coordinate and facilitate the involvement of cross-functional GitLab team members, including sales leadership and support, to progress opportunities and achieve ecosystem sales goals. • Contribute to quarterly business reviews (QBRs) and annual planning within the Ecosystem organization, providing cloud-related forecasts, progress updates, and insights on partner performance. • Prepare and deliver partner-facing and internal presentations, territory plans, and reports that communicate strategy, execution, and measurable outcomes for your ecosystem portfolio. What you’ll bring • Experience selling software development tools and application lifecycle management solutions through strategic partnerships • Background working with hyperscalers such as Amazon Web Services and Google Cloud, and with system integrators, solution providers, and managed services partners • Knowledge of the partner ecosystem and cloud market in Japan with an established network across key ecosystem partners • Track record building, managing, and growing partner ecosystems, including partner recruitment, joint solutions, and go-to-market activities • Experience with B2B software sales, ideally including open source and independent software vendor environments • Effective communication and interpersonal skills, with the ability to collaborate across sales, leadership, and partner organisations and remain calm under pressure • Ability to work in line with GitLab’s values, use GitLab and Salesforce in daily work, and travel as required while following company travel policies • Openness to diverse backgrounds and transferable skills that align with ecosystem sales, partner management, and software sales responsibilities About the team The Ecosystem Sales team is responsible for building, enabling, and growing a high-performing partner network that extends GitLab’s AI-powered DevSecOps platform into the market. As a Senior Ecosystem Sales Manager, you’ll be part of a distributed, all-remote team that works asynchronously across regions and closely with GitLab’s direct sales, marketing, and customer success teams to drive joint pipeline, NetARR, and services adoption through hyperscalers, system integrators, solution providers, and managed services partners. The team is focused on deepening strategic relationships with partners like AWS and Google, co-creating solutions and joint go-to-market motions, and scaling a repeatable ecosystem model in Japan while maintaining GitLab’s vendor-neutral positioning with cloud providers. How GitLab will support you • Benefits to support your health, finances, and well-being • Flexible Paid Time Off • Team Member Resource Groups • Equity Compensation & Employee Stock Purchase Plan • Growth and Development Fund • Parental leave • Home office support Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.