The posting, in GitLab's own words
archived Sep 3, 2026GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. 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. * Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.
About the Role
Our Senior Ecosystem Sales Manager (ESM) will be based in Mumbai or Delhi. This is a senior, market-facing role responsible for building and scaling GitLab's partner business in India across the full breadth of the ecosystem: hyperscalers, large India-centric system integrators (SIs), and born-in-the-cloud / AI-native partners. We are looking for someone with the range and seniority to credibly own strategic partner relationships across all of these partner types, and to help grow our business through these partners. This is a senior individual-contributor role for someone who has already built a career scaling partner-sourced and influenced revenue in India — someone who knows the hyperscaler ecosystem (AWS & GCP), has deep, credible relationships with India's major SIs, and understands how to engage newer-generation cloud-native and AI partners as they become an increasingly important part of the go-to-market.
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What You'll Do
Build and scale GitLab's partner-sourced and influence business in India across hyperscalers, large India-centric SIs, and born-in-the-cloud/AI partners. Develop deep, strategic (not transactional) relationships with a focused set of priority partners — joint business plans, QBRs, and named executive sponsorship. Own hyperscaler relationship management and Marketplace motion with AWS and/OR GCP. Build and grow relationships with major India SIs and market-making channel/born-in-the-cloud partners and emerging AI-native partners. Drive partner-sourced pipeline and bookings, and carry a quota tied to partner-sourced/generated revenue. Partner closely with the India sales team to ensure partner-sourced opportunities are properly identified, supported, and closed. Work with the India and APJ Ecosystem team to help shape and refine the India Ecosystem coverage model. Contribute to partner enablement, certification, and go-to-market programs suited to the India market. Report on partner engagement health, pipeline contribution, and progress against strategic-partner milestones.