GitLab
Senior Ecosystems Sales Manager: Scale, India at GitLab
GitLab is hiring a Senior Ecosystems Sales Manager: Scale, India in Remote, India. The role details below come from the employer’s posting. You apply on the employer’s own site, and TechJobs360 never charges candidates.
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1. Job details
GitLab
Senior Ecosystems Sales Manager: Scale, India
Remote, India
Not disclosed by employer
See the job description
On the employer’s site
2. Job description from GitLab
GitLab 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 Team
GitLab's APJ Ecosystem team builds and scales the partner (channel, alliance, and hyperscaler) motion across the region. India is a strategic market for GitLab, and this hire is central to strengthening our partner ecosystem there — deepening a smaller number of high-value partnerships rather than spreading thin across many transactional ones.
About the Role
The Scale Ecosystem Sales Manager (ESM), India is a senior, market-facing role responsible for building and scaling GitLab's partner business in India across the full breadth of the ecosystem. This role focuses on new logo acquisition and aligns closely with our new business team in India. This will involve working with hyperscalers, 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.
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.
What We're Looking For
- 15+ years of experience in channel/alliance/partner management or ecosystem sales, ideally within enterprise software, DevOps, or cloud infrastructure.
- Extensive, well-rounded experience scaling a business through partners across hyperscalers, large India-centric SIs, and born-in-the-cloud/AI-native partners — not narrowly specialized in just one partner type.
- Direct experience managing hyperscaler relationships (AWS, GCP, and/or Azure) including Marketplace motion.
- A strong, credible existing network among India's major SIs and cloud-native/channel partners, with a track record of moving relationships from transactional to strategic.
- Comfort carrying a partner-sourced revenue quota and being measured on pipeline origination, not just deal closure.
- Strong stakeholder management skills — able to align internal sales, marketing, and partner-side stakeholders around joint goals.
- Native or business-fluent Hindi and strong business English (for regional collaboration with APJ leadership).
- Based in or willing to relocate to Mumbai OR Delhi.
Nice to Have
- Prior experience at or with a hyperscaler (AWS, GCP) in a partner or alliances capacity.
- Familiarity with GitLab, DevSecOps, or adjacent developer-tooling ecosystems.
- Experience helping design or reset a partner coverage model, comfortable building process rather than only inheriting one.
What Success Looks Like (First 6–12 Months)
- Joint business plans and an active engagement cadence (e.g., QBRs) in place across priority hyperscaler, SI, and cloud-native/AI partners.
- Demonstrable movement of key partner relationships from transactional to strategic engagement.
- Growing partner-sourced pipeline and bookings against quota.
- Credible input into finalizing the India Ecosystem coverage model, grounded in on-the-ground partner relationships.
How GitLab Supports Full-Time Employees
- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
3. Skills that usually matter in software engineering roles
General guidance from TechJobs360, not part of GitLab’s posting. The job description above is what counts for this role.
| Area | What to be comfortable with |
|---|---|
| Languages | Java, Python, Go, C# or C++ |
| Frameworks & tools | A web framework, SQL and NoSQL databases, Git, cloud basics |
| Computer science basics | Data structures, algorithms, complexity |
| Ways of working | Version control, code review, testing, reading other people's code |
4. How to prepare for a Senior Ecosystems Sales Manager: Scale, India interview
Interview formats differ by company and team, so confirm the rounds with the recruiter. Most hiring loops for roles like this cover:
A recruiter call or an online test. Read the job description twice and be ready to explain how your experience matches it.
Often coding problems on arrays, strings, trees, graphs or dynamic programming, solved while you explain your thinking.
Often design and trade-off questions sized to the role: an API, a component, or a small system.
Answer with the STAR method (Situation, Task, Action, Result). Prepare two or three real stories: a hard problem you solved, a disagreement you handled, and something you learned quickly.
5. Take-home pay example (FY 2026–27, new tax regime)
An example for two common package sizes, not this job’s salary. Under the new tax regime (Section 115BAC) salaried employees get a standard deduction of ₹75,000.
| Component | Example: ₹12 LPA | Example: ₹24 LPA |
|---|---|---|
| Basic salary (40% of CTC) | ₹40,000 / mo | ₹80,000 / mo |
| Employee EPF (12% of basic) | -₹4,800 / mo | -₹9,600 / mo |
| Income tax (TDS) | -₹6,933 / mo | -₹32,450 / mo |
| Professional tax | -₹200 / mo | -₹200 / mo |
| Approx. in-hand | ₹81,344 / mo | ₹1,44,304 / mo |
Work out the take-home pay for your own offer, in either tax regime.
6. Questions and how to apply
How do I apply?
Use the apply button below. It opens GitLab’s own application page.
Does TechJobs360 recruit for this job or charge a fee?
No. We list openings from employers’ career sites. GitLab runs the hiring, and nobody should ask you to pay to apply.
Is this job still open?
We check listings against the employer’s page every day and take down jobs that have closed.
Should I apply if I don’t match every requirement?
Usually yes, if you meet most of the core requirements and can show you learn quickly. A referral from someone on the team can help your resume get read.
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