---
title: 'Senior Ecosystem Sales Manager, Japan at GitLab'
canonical: 'https://feeny.ai/job/senior-ecosystem-sales-manager-japan-gitlab-japan-mwahf3y975t1'
type: 'job'
last_seen: '2026-09-09'
---

# Senior Ecosystem Sales Manager, Japan at GitLab

- **Company:** GitLab
- **Location:** Japan
- **Work type:** remote
- **Posted:** 2026-07-29
- **Last confirmed live:** 2026-09-09
- **Apply:** https://job-boards.greenhouse.io/gitlab/jobs/8640173002

## Job description

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](https://www.youtube.com/watch?v=OuZIb5zszQI) 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. Japan 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 Ecosystem Sales Manager (ESM), Japan is a senior, market-facing role responsible for building and scaling GitLab's partner business in Japan across the full breadth of the ecosystem: hyperscalers, large Japan-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 Japan — someone who knows the hyperscaler ecosystem (AWS & GCP), has deep, credible relationships with Japan'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 Japan across hyperscalers, large Japan-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 Japan SIs (e.g., SoftBank, Fujitsu, Hitachi, NTT) 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 Japan sales team to ensure partner-sourced opportunities are properly identified, supported, and closed.
- Work with the Japan and APJ Ecosystem team to help shape and refine the Japan Ecosystem coverage model.
- Contribute to partner enablement, certification, and go-to-market programs suited to the Japan 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 Japan-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 Japan'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 Japanese and strong business English (for regional collaboration with APJ leadership).
- Based in or willing to relocate to Tokyo.

## 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 Japan 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](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/)
- [Flexible Paid Time Off](https://handbook.gitlab.com/handbook/people-group/time-off-and-absence/time-off-types/#flexible-paid-time-off-pto)
- [Team Member Resource Groups](https://handbook.gitlab.com/handbook/company/culture/inclusion/tmrg-tmag/)
- [Equity Compensation & Employee Stock Purchase Plan](https://handbook.gitlab.com/handbook/total-rewards/stock-options/)
- [Growth and Development Fund](https://handbook.gitlab.com/handbook/people-group/learning-and-development/growth-and-development/)
- [Parental Leave](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#parental-leave)

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from [underrepresented groups](https://about.gitlab.com/company/culture/inclusion/#examples-of-select-underrepresented-groups) are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

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.](https://handbook.gitlab.com/handbook/hiring/candidate-faq/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](https://about.gitlab.com/handbook/people-policies/inc-usa/#equal-employment-opportunity-policy) and [EEO is the Law](https://about.gitlab.com/handbook/labor-and-employment-notices/#eeoc-us-equal-employment-opportunity-commission-notices). If you have a disability or special need that requires [accommodation](https://about.gitlab.com/handbook/people-policies/inc-usa/#reasonable-accommodation), please let us know during the [recruiting process](https://about.gitlab.com/handbook/hiring/interviewing/#adjustments-to-our-interview-process).

## About GitLab

## Company Overview
- **One-liner**: GitLab provides an intelligent orchestration platform for DevSecOps, enabling teams and AI agents to plan, build, secure, and deploy software faster.
- **Entity Type**: Public (NASDAQ: GTLB)
- **Headquarters**: San Francisco, CA, USA
- **Founded**: 2011
- **Founders**: Not explicitly listed in provided materials

## Core Business
- Primary industry: DevSecOps, Software Development Lifecycle Platform
- Target customers: Enterprise, SMB, B2B – used by over 100,000 organizations including large enterprises
- Mission / Purpose: "Unlock every team to ship trusted software at the speed of imagination"

## Products & Services
- **[GitLab Platform](https://about.gitlab.com/company/)**: Integrated DevSecOps/DevOps platform (SaaS and self-managed) covering source code management, CI/CD, security scanning, monitoring, and AI-powered features (e.g., Duo Agent).
- **GitLab Duo**: AI-powered suite of tools for code generation, review, and automation across the software lifecycle.

## Market Standing
- **Valuation / Market Cap**: Not disclosed in provided materials (public company – refer to NASDAQ: GTLB)
- **Key Metrics**: Over 50 million registered users, 2,500+ team members, 5,500+ code contributors, 2,500+ consecutive monthly releases (as of June 2026)
- **Notable Investors / Partners**: Public company; prior investors include Y Combinator (2015 cohort). Detailed list not provided.
- **Growth Signals**: 100,000+ organizations use GitLab; continuous monthly releases since 2011; expanding AI capabilities (Duo Agent); certification as Great Place to Work (US & India, 2026–2027)

## Competitive Advantages
- **All-in-one DevSecOps platform** that replaces multiple point tools, reducing complexity and toolchain friction.
- **Strong open-source heritage** and community-driven innovation (5,500+ contributors).
- **AI-first approach** with built-in agents for code generation, review, and security.
- **Culture of transparency** – handbook-first, public-by-default documentation that scales remote work.

## Strategic Focus
- **AI-powered software creation**: Deep integration of AI agents (Duo Agent) to accelerate development while maintaining security and compliance.
- **Enterprise adoption**: Scaling to meet the needs of large, regulated organizations with compliance and security features.
- **Remote-first operations**: Continuing to build and improve asynchronous, all-remote work culture as a competitive advantage.

## Why Work Here
- **Fully remote**: 100% remote company from the start – work from anywhere; asynchronous and flexible schedules.
- **Awards & recognition**: Great Place to Work Certified (US & India 2026–2027); BuiltIn Best Remote Places to Work 2026; Fortune Best Workplaces in Technology 2025.
- **Benefits**: Equity compensation, Employee Stock Purchase Plan, generous paid time off, annual growth & development benefit, access to LinkedIn Learning and leadership programs.
- **Inclusive culture**: Multiple Team Member Resource Groups, strong Diversity, Inclusion & Belonging (DIB) commitment.
- **Learning & development**: Industry-leading leadership programs and platforms like LinkedIn Learning and Level Up.

## Sources
1. [about.gitlab.com](https://about.gitlab.com/jobs/)
2. [about.gitlab.com/company](https://about.gitlab.com/company/)
3. [handbook.gitlab.com](https://handbook.gitlab.com/handbook/people-group/employment-branding/content-library/)
4. [job-boards.greenhouse.io](https://job-boards.greenhouse.io/gitlab/jobs/8481958002)
5. [about.gitlab.com (homepage)](https://about.gitlab.com/)

## Other roles at GitLab

- [Intermediate Backend Engineer, Pipeline Authoring](https://feeny.ai/job/intermediate-backend-engineer-pipeline-authoring-gitlab-united-kingdom-r57jv1pcs7k3) — United Kingdom
- [Senior Backend Engineer, Database Excellence (Ruby)](https://feeny.ai/job/senior-backend-engineer-database-excellence-ruby-gitlab-united-kingdom-96xbcwhfc9t4) — United Kingdom
- [Intermediate Security Engineer, Security Incident Response Team (SIRT)](https://feeny.ai/job/intermediate-security-engineer-security-incident-response-team-sirt-gitlab-c0gzz6hk03x3) — Australia
- [Strategic Account Executive, Poland](https://feeny.ai/job/strategic-account-executive-poland-gitlab-poland-q1ep497qxq9w) — Poland
- [Senior Software Engineer, NLP](https://feeny.ai/job/senior-software-engineer-nlp-gitlab-bengaluru-6vmbhsyzz4zd) — Bengaluru, India
- [Senior Solutions Architect](https://feeny.ai/job/senior-solutions-architect-gitlab-bengaluru-3w81ejr44y1d) — Bengaluru, India
- [Senior Solutions Architect](https://feeny.ai/job/senior-solutions-architect-gitlab-south-korea-ccxgxzdp1hbb) — South Korea
- [Senior Backend Engineer, Trusted Agentic Development](https://feeny.ai/job/senior-backend-engineer-trusted-agentic-development-gitlab-poland-r0bxsmemdpb4) — Poland
- [Site Reliability Engineer, Infrastructure Platforms — UK (Intermediate to Senior Staff)](https://feeny.ai/job/site-reliability-engineer-infrastructure-platforms-uk-intermediate-to-senior-wnbwpj3e31yj)
- [Business Development Representative, Turkish Speaking](https://feeny.ai/job/business-development-representative-turkish-speaking-gitlab-ireland-germany-xcdb90jvj7ez) — Ireland / Germany / Netherlands / United Kingdom