Director, Strategic Partnerships

What you'll do

• Serve as the primary point of contact and owner for GitLab's cloud infrastructure partnerships with AWS and Google Cloud.
• Manage the full commercial lifecycle including negotiating rates, tracking consumption spend, and leading contract renewal negotiations.
• Coordinate with Finance and FinOps teams to manage cloud infrastructure spending, forecasting, and cost optimization.
• Drive technical product integrations by collaborating directly with engineering and product management teams at both companies.
• Develop and execute joint go-to-market strategies that align GitLab’s roadmap and AI strategy with partner initiatives.
• Manage the daily operating cadence for complex projects, ensuring all workstreams stay on track through hands-on execution.
• Translate partner requirements into actionable internal plans regarding product roadmaps, integration needs, and executive recommendations.
• Represent partnership interests at the executive level by preparing briefings and driving alignment on investments and trade-offs.

What we're looking for

• Significant experience owning strategic partnerships or commercial relationships in enterprise software, cloud, and/or AI.
• Direct experience managing enterprise cloud commercial agreements like EDP or MACC with a major hyperscaler.
• Experience leading renewal cycles from expiration planning through negotiation and closing.
• Proven track record of driving product integrations and shaping joint go-to-market strategies with cloud partners.
• Genuine technical fluency in software development, platform integrations, and cloud infrastructure.
• Strong project and program management skills to manage complex workstreams and ensure follow-through.
• Excellent communication skills to distill complex partnership topics into clear recommendations for executives.
• Ability to influence without formal authority and build relationships across cross-functional internal and external teams.