Ecosystem Sales Manager

Overview

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.

What you'll do

• You'll own programmatic partner engagement across your territory, from partner enablement and activation at scale to event-driven strategies and 1:many campaigns via partner portals and automated systems.
• Your work will directly support GitLab's Scale growth targets by building a measurable, partner-led demand engine.
• Along the way, you'll deepen your experience in partner ecosystem management, digital marketing-driven demand generation, and modern sales development methodologies, while contributing to business planning, pipeline forecasting, and clear reporting on partner impact.
• What you'll do Drive partner-sourced Scale pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives.
• Collaborate with Scale Account Executives, Field Marketing, and regional sales leaders to integrate partners into territory planning and demand generation activities.
• Execute repeatable partner-led Scale campaigns aligned to regional territories, including industry plays, account blitzes, and market-specific roadshows.
• Identify whitespace and conduct detailed account mapping with partners to surface new logo opportunities and expand First Order reach.
• Build and maintain programmatic relationships with emerging partners, distributors, longtail partners, and hyperscaler partners such as Amazon Web Services (AWS) and Google Cloud, with a focus on new customer acquisition and marketplace transactions.

Requirements

• Practical experience with Go, Rust, AWS, Scala.
• Relevant academic or project background for a Ecosystem Sales Manager role.
• Strong written and verbal communication in English.
• Comfortable working remotely with distributed teams.

Skills