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GitLab is seeking a Manager, Global Partner Programs to own and execute a portfolio of global partner program workstreams that drive value across the full customer lifecycle: Acquire, Commit, and Consume. This is a strategic individual contributor role where you'll lead through expertise and influence rather than direct reports, partnering with Ecosystem Sales, Partner Operations, Finance, Legal, Marketing, Product, Customer Success, and Enablement teams.
You will own the roadmap, priorities, and execution for assigned global partner programs including partner sourcing, services attach, adoption, renewals, managed service providers (MSPs), global systems integrators (GSIs), hyperscaler, and marketplace motions. You'll coordinate requirements, milestones, owners, and risks across multiple functions, improve the partner journey from onboarding through activation and expansion, and support the design and rollout of partner incentives including margin, rebates, market development funds (MDF), deal registration, and consumption-based models.
Key responsibilities include maintaining program guides and documentation in compliance with Legal and Finance requirements, creating playbooks and training materials to drive adoption, defining success measures for each program (partner-sourced pipeline, services attach, adoption, incentive use), and using performance data to recommend investment changes and reduce manual work. You'll work asynchronously across regions as part of a remote-first company, with occasional travel for partner meetings and program launches.
In your first year, you'll focus on building a clear roadmap for your portfolio, simplifying partner requirements and rules of engagement, and setting up consistent reporting on program performance. As the team grows, this role may expand to include leading partner program managers.
REQUIREMENTS:
- Experience in partner programs, channel strategy, alliances, ecosystem operations, or related go-to-market function
- Track record of taking complex programs from design through launch, adoption, measurement, and iteration
- Understanding of partner economics, including incentives, deal registration, MDF, services programs, co-selling, and rules of engagement
- Ability to lead global, cross-functional work without direct authority, setting clear owners, decisions, and escalation paths
- Analytical judgment and ability to connect program activity to pipeline, revenue, and customer outcomes
- Strong written communication skills, including ability to make complex commercial concepts simple for partners and sellers
- Program management discipline across prioritization, dependencies, risk, and follow-through, with bias toward practical execution
- Familiarity with SaaS, cloud, DevOps, or AI partner ecosystems; consumption-based pricing; or hyperscaler marketplace and co-sell programs is a plus
