Director, Partnerships

Director, Strategic Partnerships

Gitlab

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 Director, Strategic Partnerships, you will own two of GitLab's most important external relationships. This is a single-threaded owner role within the Corporate Development & Strategic Partnerships team, reporting to the VP, Corporate Development & Strategic Partnerships. You will shape partnership strategy from the top down and drive execution from the ground up — this is as much about running the weekly grind of a partnership as it is about setting its direction, turning strategic relationships into durable business outcomes. This role sits close to GitLab's evolving AI strategy and the future of our AI-powered DevSecOps platform. You will help define where technical integration, commercial alignment, and joint go-to-market efforts can create the most value for GitLab. You will develop a clear point of view, represent these partnerships with senior stakeholders, and personally drive the day-to-day work that spans multi-year planning and weekly execution — chasing down blockers, keeping work streams on track, and doing the detailed follow-through yourself rather than delegating it. What you'll do * Serve as the primary owner and point of contact for one hyperscaler and one major AI lab, personally accountable for the direction, operating rhythm, and outcomes of each partnership, including the tactical work of keeping things moving week to week. * Develop and drive multi-year partnership strategies and joint plans that connect GitLab's business priorities, product roadmap, and AI strategy with concrete partner initiatives — and then own getting those plans executed. * Build strong working relationships across partner organizations, including executives, product management, engineering, sales, and marketing stakeholders. * Run a disciplined operating cadence across complex initiatives, with clear priorities, owners, timelines, coordination points, and follow-through you drive yourself. * Coordinate cross-functional work inside GitLab to support partnership goals, aligning teams across product, engineering, sales, marketing, and the executive group. * Translate partner opportunities and requests into actionable internal plans, including roadmap discussions, integration needs, commercial motions, and executive recommendations. * Track and communicate measurable partnership outcomes such as pipeline influence, annual recurring revenue impact, integration progress, and joint go-to-market execution. * Represent the partnerships at the executive level by preparing clear recommendations, briefing executives, and helping drive alignment on investments, trade-offs, and next steps. What you'll bring * Significant experience building and managing strategic partnerships, business development relationships, or alliance programs in enterprise software, cloud, and/or AI — with a track record of being in the details, not just setting direction. * Strong ownership mindset with the ability to operate as a single-threaded owner who is accountable for both strategy and execution, and comfortable doing the hands-on work personally rather than handing it off. * Excellent written and verbal communication skills, with the ability to distill complex partnership topics into clear recommendations for executives and cross-functional stakeholders. * Strong project and program management skills, including the ability to organize complex workstreams, prioritize effectively, and keep multiple initiatives moving through direct, hands-on management. * Technical fluency in software development, platform integrations, and the AI or machine learning landscape, with comfort engaging engineering and product counterparts in substantive conversations. * Experience working with senior stakeholders on high-visibility initiatives, including preparing executive briefings, framing recommendations, and driving follow-through. * Ability to influence without formal authority, build strong working relationships across internal and external teams, and navigate multiple priorities with sound judgment. * Familiarity with the DevSecOps ecosystem and a results-oriented approach to measuring partnership impact through business and product outcomes. About the team The Strategic Partnerships team owns the strategy and relationship management for some of GitLab's most consequential external partners, including hyperscalers and AI companies that are shaping the future of software development. We work across product, engineering, sales, marketing, and the executive group to turn partnerships into differentiated growth for GitLab and to ensure those relationships support our long-term platform strategy. We play an especially important role as GitLab continues to expand its AI-powered DevSecOps vision. Our partnership work is both strategic and deeply operational: we set direction, but we also personally drive the joint plans forward through steady execution, clear communication, and cross-functional coordination. This is not a role for someone who wants to hand off execution to others. In a fully remote and asynchronous environment, we operate with a high degree of ownership, transparency, and collaboration. 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 $168,000—$285,600 USD HOW GITLAB SUPPORTS FULL-TIME EMPLOYEES * 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  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.

Director, Global Partnerships

Opentable

With millions of diners, 60,000+ restaurant partners and 25+ years of experience, OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), is an industry leader with a passion for helping restaurants thrive. Our world-class technology empowers restaurants to focus on what matters most – their team, their guests, and their bottom line – while enabling diners to discover and book the perfect restaurant for every occasion.  Every employee at OpenTable has a tangible impact on what we do and how we do it. You’ll also be part of a global team and its portfolio of metasearch brands. Hospitality is all about taking care of others, and it defines our culture. About the Job:  We are seeking an experienced, high-impact strategic leader to join our Global Partnerships team as a Director. In this pivotal role, you will hold end-to-end ownership and management of our most strategic global partnerships across both B2B and B2C businesses. You will lead complex business development efforts, negotiating groundbreaking deals while serving as the primary relationship owner with internal and external C-suite leadership. Your work will directly accelerate company growth by bringing these critical partnerships to life and expanding our global ecosystem. (Hybrid position, in office 2 days per week) Responsibilities:  * Own the overarching vision, strategy, and successful execution of highly strategic global partnerships critical to accelerating our overall business growth. * Lead complex negotiation and contracting processes, structuring terms that maximize strategic value and operational success across diverse global markets. * Drive cross-functional collaboration and alignment across Product, Engineering, Sales, Marketing, Legal, and Finance teams to ensure seamless delivery of partnership objectives. * Act as the primary strategic relationship owner, actively engaging with C-suite and senior leadership both internally and within partner organizations to drive consensus. * Develop, oversee, and optimize joint business plans, OKRs, and performance metrics, leveraging data to inform executive-level strategy and decision-making. * Proactively navigate ambiguous challenges and resolve complex partner issues, maintaining momentum and ensuring the long-term health of our partnership portfolio. Minimum Qualifications:  * 7+ years of relevant experience in strategic partner management that includes product integrations, strategic business development with technology partners, or related leadership roles overseeing complex global partnerships with companies. * Exceptional relationship-building skills with a proven track record of influencing C-suite executives and driving alignment across diverse, global teams. * Demonstrated expertise in leading the end-to-end lifecycle of significant strategic deals from complex negotiations to successful operational launch. * Strong quantitative acumen and analytical capabilities to interpret complex performance data and drive strategic, enterprise-level decisions. * Experience working with product, engineering, sales, and marketing teams to develop partnerships that deliver growth, brand exposure, and creative benefits for users. Preferred Qualifications: * Demonstrated capacity to successfully scale and manage an expanding portfolio of multiple high-value strategic partners simultaneously. * Deep industry knowledge bridging both B2B enterprise software and B2C consumer marketplace dynamics. * Advanced strategic contract management skills with a history of navigating ambiguous legal and financial structures. Benefits and Perks  * Work from (almost) anywhere for up to 20 days per year * Focus on mental health and well-being: * Company-paid therapy sessions through SpringHealth * Company-paid subscription to Headspace * Annual company-wide week off a year - the whole team fully recharges (and returns without a pile-up of work!) * Paid parental leave * Generous paid vacation + time off for your birthday * Paid volunteer time * Focus on your career growth: * Development Dollars * Leadership development * Access to thousands of on-demand e-learnings * Travel Discounts * Employee Resource Groups * Free lunch 2 days per week * Convenient downtown SF office location close to the Embarcadero MUNI and BART stations.  * Building amenities, such as a gym & bike parking There are a variety of factors that go into determining a salary range, including but not limited to external market benchmark data, geographic location, and years of experience sought/required. The range for this United States located role is $165,000 - $185,000 USD We offer a competitive base salary and benefits including: health benefits; flexible spending account; retirement benefits; life insurance; paid time off (including PTO, paid sick leave, medical leave, bereavement leave, floating holidays and paid holidays); and parental leave benefits. This role is eligible to be considered for an annual bonus and equity grant.  Work Environment & Flexibility At OpenTable, we pride ourselves on fostering a global and dynamic work environment. As a team member with us, you will benefit from a schedule tailored to accommodate a global workforce operating across multiple time zones. While the majority of your responsibilities may align with conventional business hours, there will be instances where you are expected to manage communications - via calls, Slack messages, or emails - outside of regular working hours to effectively collaborate with international colleagues, respond to restaurant partners, and/or address urgent matters. OpenTable will always abide by and consider local laws and regulations. Inclusion We’re committed to creating a workplace where everyone feels they belong and can thrive. We know the best ideas come when we bring different voices to the table, so we're building a team as dynamic as the diners and restaurants we serve—and fostering a culture where everyone feels welcome to be themselves. If you need accommodations during the application or interview process, or on the job, we’re here to support you. Please reach out to your recruiter to request any accommodations.

Director, GSI Partnerships, APAC

Neo4j

About Neo4j: Neo4j is the graph intelligence platform that transforms data into knowledge to power the next generation of intelligent applications and AI systems. It includes enterprise-ready knowledge graphs for accurate, explainable, and governed AI; the most comprehensive, trusted, and easy-to-deploy graph capabilities across any environment and data source; and an unmatched ecosystem trusted by 84 of the Fortune 100 and supported by the world’s largest graph community. Intelligence that works. Results that matter. Built to work everywhere and integrate with everything across every cloud for dynamic, personalized, and autonomous AI systems. We deliver quicker results, contextual knowledge, and solutions that impact customers and employees across the business. Our Vision:  At Neo4j, we have always strived to help the world make sense of data.   As business, society and knowledge become increasingly connected, our technology promotes innovation by helping organizations to find and understand data relationships. We created, drive and lead the graph database category, and we’re disrupting how organizations leverage their data to innovate and stay competitive. ABOUT THE JOB As the Director of GSI Partnerships APAC, you will drive the strategic expansion of Neo4j’s footprint by owning and capitalising on revenue generation through the region’s premier Global System Integrators (GSIs). Reporting directly to the RVP of Channels & Alliances APJ, this is a high-impact, foundational sales role designed for an entrepreneurial software sales professional who thrives in high-growth environments where global partner programs are being established in tandem with local execution. You will sit at the ultimate intersection of enterprise data and Generative AI, positioning Neo4j not as a niche developer tool, but as the critical "knowledge layer" that connects enterprise data to Large Language Models (LLMs) via GraphRAG. Your mission is to co-sell and drive net-new enterprise revenue by embedding Neo4j into the multi-billion dollar AI and Advanced Analytics practices of these GSIs. This role begins as an elite Individual Contributor (IC) with the explicit corporate trajectory to scale the function and transition into a Director-level leadership role as you prove the regional revenue model. MINIMUM QUALIFICATIONS: * Bachelor's degree or equivalent practical experience. * 8 years of experience meeting or exceeding sales quotas selling technical solutions, cloud platforms, or enterprise data software through and GSI's across the APAC region. * Proven track record of building a partner-led sales pipeline from scratch, with a demonstrated ability to navigate complex enterprise sales cycles (e.g., MEDDPICC) in environments with limited initial resources. * Experience executing complex enterprise co-sell and sell-through methodologies alongside GSI client partners, practice leads, and enterprise field sales teams. * Experience presenting to and managing relationships with C-level executives and technical practice heads across GSI competency centers. * Ability to communicate in English fluently as this role requires extensive collaboration with global leadership and regional APAC stakeholders. PREFERRED QUALIFICATIONS: * Deep domain knowledge of the broader data landscape, cloud ecosystem (AWS, Azure, GCP), NoSQL/relational databases, and emerging Enterprise AI architectures. * Experience with commercial open-source software (COSS) business models, including subscription-based on-premise, hybrid, and cloud-native database solutions. * Demonstrated success influencing, closing, and expanding large, complex enterprise deals ($1M+) through GSI-led digital transformation programs. * Strong architectural understanding of where graph solutions deliver distinct competitive advantages over alternative database approaches, particularly regarding GenAI/LLM integrations. * Strong business acumen (MBA or equivalent practical experience) paired with the agility to scale, mentor, and eventually lead a regional GSI sales team. RESPONSIBILITIES * Develop, build, and execute a comprehensive GSI territory and account plan for APAC, establishing formalised, repeatable co-sell frameworks and joint offerings from the ground up to exceed revenue metrics. * Anchor high-level relationships within GSI Centers of Excellence (CoEs) and AI practices to position Neo4j as a foundational element of their digital transformation blueprints and client-facing offerings. * Own and drive GSI-sourced and partner-influenced revenue targets, managing end-to-end deal structure, conversion, and accurate forecasting within Salesforce.com. * Orchestrate internal cross-functional teams—providing alignment between regional Sales Leadership, Pre-Sales Engineering, Field Marketing, and global Alliance programs to support partner-led opportunities. * Enable and equip GSI client-facing teams to independently position, sell, and implement Neo4j solutions through structured sales training, value selling enablement, and strategic co-selling. * Build and validate the foundational pipeline metrics and business cases required to justify the expansion of the regional GSI sales team, paving your path to a Director function. Why Join Neo4j? Neo4j is, without question, the most popular graph intelligence platform in the world. We have customers in every industry globally, and our products are a proven product/market fit. Joining our team is an opportunity to shape the future of data and analytics. Below are just a few exciting facts about Neo4j.  * Neo4j is one of the fastest-scaling technology companies in this industry. It recently surpassed $200M in annual recurring revenue (ARR), doubling its ARR over the past three years.  * Raised the biggest funding round in database history ($325M Series F). Backed by world-class investors like Eurazeo, GV (formerly Google Ventures), and Inovia Capital, Neo4j has raised over $600M in funding and is currently valued at over $2Bn. This puts Neo4j among the most well-funded database companies in history. * 84% of the Fortune 100 and 58% of the Fortune 500 use Neo4j. Examples include Boston Scientific, BT Group, Caterpillar, Cisco, Comcast, Department for Education UK, eBay, NBC News, Novo Nordisk, Worldline, and others.  * Co-founder and CEO Emil Eifrem has built an amazing culture that prides itself on relationships, inclusiveness, innovation, and customer success. * Countless industry awards. Massive enterprises and individual developers/data scientists love Neo4j. A strong sense of community and ecosystem is built around the platform. * A recent Forrester Total Economic Impact™ Study cited Neo4j as delivering 417% ROI to customers.  Research shows that members of underrepresented communities are less likely to apply for jobs when they don’t meet all the qualifications. If this is part of the reason you hesitate to apply, we’d encourage you to reconsider and give us the opportunity to review your application. At Neo4j, we are committed to building awareness and helping to improve these issues.  One of our central objectives is to provide an inclusive, diverse, and equitable workplace for everyone to develop their potential and have a positive, career-defining experience. We look forward to receiving your application. Neo4j Values: Neo4j is a Silicon Valley company with a Swedish soul. We foster collaboration and each of us is empowered to contribute and put our innovative stamp on projects. We hire candidates who reflect the following Neo4j core values: (we)-[:VALUE]->(relationships) (we)-[:FOCUS_ON]->(userSuccess) (we)-[:THRIVE_IN]->(:Culture {type: [‘Open’, ‘Inclusive’]}) (we)-[:ASSUME]->(:Intent {direction:’Positive’}) (we)-[:WELCOME]->(:Discussions {nature: ‘IntellectuallyHonest’}) (we)-[:DELIVER_ON]->(ourCommitments)  Neo4j is committed to protecting and respecting your privacy. Please read the privacy notice regarding Neo4j's recruitment process to understand how we will handle the personal data that you provide.  More information at www.neo4j.com.   ©2026 Neo4j, Inc., Neo Technology®, Neo4j®, Cypher®, Neo4j Bloom™, Neo4j Graph Data Science Library™, Neo4j® Aura™, and Neo4j® AuraDB™ are registered trademarks or a trademark of Neo4j, Inc. All other marks are owned by their respective companies.