About the company
GitLab is the intelligent orchestration platform for DevSecOps, trusted by more than 50 million registered users and more than 50% of the Fortune 100.
Responsibilities
- Serve as the primary owner and point of contact for cloud infrastructure partnerships with AWS and Google Cloud
- Own the full commercial lifecycle: negotiating rates and terms, tracking consumption against committed spend, leading renewal negotiations
- Manage cloud infrastructure spend, partnering with Finance/FinOps on forecasting, true-ups, and cost optimization
- Drive product integrations with each partner alongside engineering and product management
- Develop and lead joint go-to-market strategy connecting business priorities, product roadmap, and AI strategy
- Build relationships across partner organizations including executives, product, engineering, sales, and marketing
- Run a disciplined operating cadence across complex initiatives
- Coordinate cross-functional work across product, engineering, sales, marketing, finance, and executive group
- Track and communicate measurable partnership outcomes
- Represent partnerships at the executive level
Requirements
- Significant experience owning strategic partnerships, alliance, or vendor/commercial relationships in enterprise software, cloud, and/or AI
- Direct experience managing enterprise cloud commercial agreements (EDP, MACC, or similar) with at least one major hyperscaler, including owning a renewal cycle
- Experience driving product or technical integrations with a cloud partner and shaping joint go-to-market strategy
Conditions
- Remote, US
- Reports to the VP, Corporate Development & Strategic Partnerships