Enablement Specialist, Ecosystem

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. An overview of this role As the Enablement Specialist, 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. The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. 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, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. 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. United States Salary Range $81,200—$174,000 USD How GitLab will support you Benefits to support your health, finances, and well-being Flexible Paid Time Off Team Member Resource Groups Equity Compensation & Employee Stock Purchase Plan Growth and Development Fund Parental leave Home office support 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 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. 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.