Enablement Lead, Ecosystem - US Remote

An overview of this role

As the Enablement Lead, Ecosystem, you will play a critical role in accelerating the productivity and impact of GitLab's partner network and the internal teams that support them. You will sit at the intersection of Sales, Marketing, Product, and Ecosystem, responsible for building the connective tissue that helps our partners understand, position, and sell GitLab's AI-powered DevSecOps platform. Reporting into the broader go-to-market organization, you will design, implement, and scale global enablement programs that empower Ecosystem Managers and external partners to articulate our value, navigate our sales motions, and drive joint revenue growth. In your first year, you will define and operationalize a clear enablement roadmap for ecosystem partners, build a world-class onboarding and training experience, and establish measurable outcomes that connect enablement activities to sourced revenue, marketplace growth, and co-sell performance. This is a unique opportunity to shape how our ecosystem goes to market with GitLab and to unlock meaningful impact through partner-led success.

Some examples of our projects:

• Designing and rolling out a global partner onboarding journey that reduces time-to-revenue for new ecosystem partners
• Building targeted playbooks, trainings, and workshops that enable Ecosystem Managers and partners to execute GitLab sales motions and co-sell effectively with hyperscalers

What you'll do

• Lead the design, implementation, and ongoing optimization of global enablement programs that equip Ecosystem Managers (ESMs) and partners to position GitLab effectively, execute joint sales motions, and drive revenue impact.
• Collaborate closely with sales leadership, partner programs, partner marketing, solution architects, field enablement, and product teams to ensure ecosystem enablement is tightly aligned to go-to-market priorities and reflects current product capabilities and messaging.
• Define, track, and report on clear key performance indicators (KPIs) that connect enablement efforts to partner productivity, sourced and influenced revenue, marketplace growth, and co-sell performance with hyperscalers.
• Build and maintain strong relationships with internal ecosystem stakeholders and priority partners, identifying skill gaps and creating tailored enablement plans that accelerate time-to-revenue and deepen engagement.
• Own the end-to-end partner enablement lifecycle, from onboarding design and delivery through ongoing training, coaching, and certification experiences that create repeatable, scalable success for ESMs and partners.
• Create and curate high-impact enablement assets for ecosystem audiences, including playbooks, pitch decks, e-learnings, and technical guides, and ensure they are easy to discover, consume, and update across our enablement and partner platforms.
• Partner with cross-functional teams to prioritize and manage enablement requests that support strategic accounts, new routes to market, and key launches, maintaining clear intake, prioritization, and communication processes.
• Establish feedback loops and data-driven review cadences to continuously improve partner-facing content, training formats, and delivery methods, iterating programs based on partner insights, performance trends, and evolving market needs.

What you'll bring

• Deep experience designing and scaling enablement programs for partners and/or partner-facing teams in enterprise technology or SaaS, ideally including ISVs, SIs, VARs, and cloud provider ecosystems.
• Ability to navigate and influence complex, matrixed organizations, balancing the needs of sales, partner sales, marketing, product, and executive stakeholders while adapting to a rapidly changing environment.
• Proven leadership skills suitable for a senior individual contributor role, with experience leading cross-functional initiatives and guiding Ecosystem Managers and partners through change, even without direct line management.
• Strong understanding of partner business models (co-sell, sell-through, referrals, marketplaces) and how enablement, training, and content influence partner productivity, sourced and influenced revenue, and joint go-to-market motions.
• Effective communication and interpersonal skills to build trusted relationships with senior internal stakeholders and external partner leaders, including comfort facilitating trainings, workshops, and executive-level conversations.
• Capacity to work autonomously and asynchronously in a fully remote environment while staying aligned to shared goals, processes, and priorities across the broader GitLab and Ecosystem teams.
• Familiarity with measuring the commercial impact of enablement programs, including partner activation, time-to-revenue, sourced and influenced pipeline, marketplace growth, and other performance metrics tied to ecosystem objectives.

About the team

The Ecosystem team at GitLab is dedicated to helping our partners and the GitLab team that supports them build meaningful, scalable revenue together. We build and manage strategic relationships with independent software vendors (ISVs), systems integrators (SIs), value-added resellers (VARs), and hyperscaler partners to create joint solutions, define co-sell motions, and expand GitLab's presence in the market. Composed of experienced ecosystem, partnerships, and enablement professionals distributed across multiple regions, we operate asynchronously to support partner growth and accelerate joint go-to-market activities. We focus on designing and delivering impactful enablement programs, fostering open communication with internal stakeholders and partners, and adapting motions to the evolving needs of a rapidly scaling partner ecosystem. For more on how we work, see the Ecosystem Team Handbook Page.