Partner Territory Manager, Enterprise West

  • GitLab
  • Remote, North America
  • 25 Mar, 2024

Job Description

The GitLab DevSecOps platform empowers 100,000+ organizations to deliver software faster and more efficiently. We are one of the world’s largest all-remote companies with 2,000+ team members and values that foster a culture where people embrace the belief that everyone can contribute. Learn more about Life at GitLab.


  1. Engage GitLab country specific team members (Sales Leaders, Customer Success, Marketing, etc.) to ensure awareness and leverage of GitLab partner strategy and philosophy.
  2. Foster executive level relationships in assigned country/territory both internally and with specific partners.
  3. Collaborate with partner programs, services and marketing teams to develop the partner strategy and drive revenue in assigned country/territory.
  4. Directly manage assigned country/territory of the alliance and channels team across all market segments.
  5. Work with the internal team to identify demand generation and build pipeline within assigned country/territory; accountable for customer adoption and revenue growth in assigned territory for partners.
  6. Provide understanding of business dynamics and key drivers and set strategies, tactics, and success metrics.
  7. Participate in regular quarterly business reviews with top partners in assigned country/territory.
  8. Oversee Salesforce for partners and deal registrations for assigned country/territory.
  9. Stays abreast of competitive products, technologies and industry trends.
  10. Collaborate with other partner leaders within GitLab, across geographies, to adopt best practices for partner engagements.


  1. Strong sales experience managing partner relationships in software and or SAAS environments.
  2. Experience selling in the Software Development Tools and/or Application Lifecycle Management space.
  3. Ability to work independently in a fast-paced environment; must be high energy, motivated and a self starter.
  4. Ability to travel up to 50% within the assigned territory.
  5. Effective communicator with excellent interpersonal skills and an ability to build strong relationships with partners and GitLab teams.
  6. Strong personal network within the industry.
  7. Driven, highly motivated and results oriented.
  8. Willing to share in GitLab’s values, and work in accordance with those values.
  9. Ability to use GitLab.

Hiring Process

Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process.

  • Qualified candidates will be invited to schedule a 30 minute screening call with one of our Global Recruiters.
  • Next, candidates will be invited to schedule a first interview with the hiring manager for the role.
  • Candidate will then schedule an interview with a cross-functional panel of 3-5 internal stakeholders, possibly from the following teams: Enterprise Sales, Partner Sales, Customer Success, Marketing.
  • During the panel interview step, candidates will be given a take home exercise to present how they would create their Partner Go-To-Market plan to present to the hiring manager and cross-functional panel interviewers.
  • Candidates may be invited to additional interviews as needed.
  • Successful candidates will be made an offer after references are verified.

Additional details about our process can be found on our hiring page.


To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.

Additional details about our process can be found on our hiring page.

The base salary range for this role’s listed level is currently for residents of listed locations only. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, and alignment with market data. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
Colorado/Washington pay range
$122,400$216,000 USD
California/Hawaii/New York/New Jersey pay range
$122,400$216,000 USD

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.  

Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.