GitLab

Principal, Strategic AI Partnerships

Americus, Georgia, United States

Not SpecifiedCompensation
Expert & Leadership (9+ years)Experience Level
Full TimeJob Type
UnknownVisa
Software, AI, DevSecOpsIndustries

Job Description: Strategic Alliance & Partnership Manager (AI Focus)

Company Overview

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.

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.

The Strategic Alliance & Partnership team identifies and incubates 3rd party partnerships that unlock new growth opportunities for GitLab. We focus on external collaboration opportunities aligned with GitLab's Product Strategy, working closely with Field CTOs, Developer Relations, and Contributor Success teams to evaluate value propositions and potential ARR impact.

Position Overview

This position targets emerging AI tools and platforms to capture new developer audiences and funnel them toward GitLab's advanced AI offerings like the Duo Agent Platform. You will shape how millions of new and emerging developers experience GitLab, ensuring our platform is the natural next step as their AI-driven projects grow in complexity and value. This role would require close collaboration with our AI-powered engineering teams, product management, Ecosystem/alliances team, and executive leadership to evaluate and scope the levels of Technology and GTM integration that would drive maximum benefit for GitLab’s AI strategy.

Responsibilities

  • Drive GitLab's strategic partnerships with AI platforms and agentic solutions that create a "graduation path" for developers into the GitLab ecosystem.
  • Identify, prioritize, and secure partnerships with influential AI coding platforms and open-source communities, positioning GitLab as an indispensable component of AI-enhanced development workflows.

Strategic Partnership Development:

  • Research and analyze the rapidly evolving AI platforms landscape, identifying key trends and emerging leaders.
  • Develop prioritized target lists based on user adoption, market influence, and "graduation path" potential.
  • Execute targeted outreach to founders and product leaders at AI tool companies and open-source projects.
  • Negotiate partnership agreements that drive platform integrations, co-marketing, and user progression pathways.
  • Understand the traditional DevSecOps competitive landscape as well as emerging players (OpenAI/Anthropic/Cursor) and identify unique opportunities with independent AI providers.

Business Development & Execution:

  • Build authentic relationships with key stakeholders, positioning GitLab as the preferred DevSecOps backend.
  • Develop joint go-to-market strategies with partners to accelerate mutual growth.
  • Coordinate joint customer engagements, proof-of-concepts, and partnership showcases.
  • Collaborate with Marketing and Developer Relations teams to amplify partnership announcements.
  • Interface with executive leadership on AI partnership investments and priorities.

Cross-functional Coordination:

  • Serve as primary business liaison for technical AI integrations with engineering teams.
  • Translate partner needs into actionable integration requirements.
  • Collaborate with Product Management on AI roadmaps.

Skills

AI
Strategic Partnerships
DevSecOps
Platform Development
Developer Relations
Product Strategy
ARR
AI Platforms
Agentic Solutions
Open-source Communities
AI-enhanced Development Workflows

GitLab

Unified DevOps platform for software development

About GitLab

GitLab offers a DevOps platform that simplifies the software development process by providing a single application for collaboration, visibility, and speed. The platform integrates various tools needed for software development, which helps teams manage their projects more efficiently without juggling multiple tools. This allows companies to concentrate on enhancing their products instead of spending too much time on builds. GitLab serves a wide range of clients, including large corporations from different industries, demonstrating its versatility. The company operates on a subscription-based model, where clients pay for access to the platform, which includes features for continuous integration and deployment. GitLab also provides free trials and regularly updates its platform to deliver ongoing value to its users. By customizing its offerings and partnering with other technology providers, GitLab aims to enhance its ecosystem and drive revenue.

San Francisco, CaliforniaHeadquarters
2014Year Founded
$421.8MTotal Funding
IPOCompany Stage
Consulting, Enterprise SoftwareIndustries
1,001-5,000Employees

Benefits

Spending Company Money
Equity Compensation
Life Insurance
Financial Wellness
Paid Time Off
Growth and Development Benefit
GitLab Contribute
Business Travel Accident Policy
Immigration
Employee Assistance Program
Incentives
All-Remote
Part-time contracts
Meal Train
Fertility & Family Planning
Parental Leave

Risks

AI-powered coding assistants like Claude pose a competitive threat to GitLab's platform.
Potential sale to Datadog may lead to strategic shifts misaligned with customer expectations.
Integration of Oxeye may distract from GitLab's core DevOps offerings.

Differentiation

GitLab offers a unified DevOps platform, reducing complexity in software development.
The platform integrates tools for collaboration, visibility, and speed, enhancing development processes.
GitLab's open-source model fosters continuous innovation with a large developer community.

Upsides

Acquiring Oxeye enhances GitLab's cloud security, appealing to security-conscious enterprises.
Partnership with Ooredoo Kuwait expands GitLab's influence in the telecommunications sector.
Potential sale to Datadog could create strategic synergies and expand market reach.

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