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GitLab is an AI-enabled DevSecOps platform trusted by 50 million+ users and numerous Fortune 100 companies, built on a high-performance culture that values AI-driven productivity, collaboration, and innovation. The role of Strategic Territory Sales Manager for Japan is to own and grow enterprise Digital Native and Retail accounts, leading the full sales cycle and demonstrating the value of GitLab’s platform to deliver measurable business outcomes. You will lead account strategy, prospect and develop opportunities in large strategic accounts, coordinate pre- and post-sales efforts with solutions architects, customer success, and channel partners, and provide regular pipeline and forecast reporting while acting as the voice of the customer. Requirements include experience selling to large enterprise Digital Native and retail segments, strong prospecting and account management, cross-functional coordination, consultative selling, and alignment with GitLab’s values and learning culture. The team operates all-remote in Japan, focusing on expanding existing footprint with flexible benefits and a strong commitment to equal opportunity and inclusive hiring, with location-based eligibility considerations.

GitLab promotes itself as an AI-enabled DevSecOps platform that boosts developer productivity, operational efficiency, security, and digital transformation, with AI embedded as a core productivity multiplier and a culture that values high performance and inclusion. The APJ Ecosystem team builds and scales GitLab’s partner motion in the region, with Japan treated as a strategic market focused on deepening a small number of high-value partnerships rather than pursuing broad transactional ones. The Ecosystem Sales Manager (ESM), Japan is a senior, individual-contributor role responsible for building and scaling GitLab’s partner business across hyperscalers (AWS/GCP), major Japan-centric SIs, and born-in-the-cloud/AI-native partners, owning strategic relationships, a partner revenue quota, and the hyperscaler Marketplace motion. Candidates should have 15+ years of channel/partner management experience across multiple partner types, a strong network in Japan’s SIs and cloud partners, fluency in Japanese and English, and be based in or willing to relocate to Tokyo; experience with hyperscalers and/or partner-coverage design is a plus. Success in the first 6–12 months includes joint business plans with priority partners, moving relationships from transactional to strategic, growing the partner-sourced pipeline and bookings, and contributing to the Japan Ecosystem coverage model, with GitLab offering remote roles, competitive benefits, and equal opportunity employment.

GitLab is an intelligent orchestration platform for DevSecOps designed to boost developer productivity, reduce security and compliance risk, and accelerate digital transformation, with over 50 million users and broad Fortune 100 adoption, all while embedding AI into daily workflows and fostering a high-performance, inclusive culture. The Senior Commercial Counsel in APJ will help GitLab grow across Asia-Pacific and Japan by providing legal clarity on complex cross-border deals, negotiating sophisticated agreements, and guiding data privacy and AI-related terms across multiple jurisdictions, including Japan. Responsibilities include negotiating SaaS, software, services, licensing, data privacy, and AI-related contracts; managing strategic transactions across APJ; developing templates and playbooks; training contract managers and sales teams; and coordinating with outside counsel as needed. Requirements include a JD or equivalent, active bar membership, experience with commercial and technology transactions in APJ, ability to navigate cross-border structures, and the ability to provide business-focused risk guidance; familiarity with Japan contracting practices is a plus, and APJ language skills are helpful but not required. The role sits within an all-remote Commercial Legal team that collaborates across time zones to support durable growth, with GitLab emphasizing equal opportunity, flexible location-based hiring, recruitment privacy, and a commitment to diversity and inclusion.