Ecosystem Sales Manager - 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.

Overview of the Role

As a Scale Ecosystem Sales Manager - AMER, you'll fuel GitLab's growth by turning our emerging partner ecosystem into a consistent, scalable source of new customers. You'll focus on partner-sourced Scale pipeline generation, designing and running repeatable partner-led campaigns, systematic account mapping, and whitespace analysis that surface new logo opportunities for GitLab. In this role, you'll work closely with Scale Account Executives, Field Marketing, regional sales leadership, and partners such as distributors, longtail resellers, and hyperscalers like AWS and Google Cloud to integrate partners throughout the sales cycle and accelerate marketplace transactions.

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.

What You'll Do

• Drive Pipeline Generation: Drive partner-sourced Scale pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives.
• Collaborate Across Teams: Partner with Scale Account Executives, Field Marketing, and regional sales leaders to integrate partners into territory planning and demand generation activities.
• Execute Campaigns: Run repeatable partner-led Scale campaigns aligned to regional territories, including industry plays, account blitzes, and market-specific roadshows.
• Account Mapping: Identify whitespace and conduct detailed account mapping with partners to surface new logo opportunities and expand First Order reach.
• Build Partner Relationships: Maintain programmatic relationships with emerging partners, distributors, longtail partners, and hyperscalers (AWS, Google Cloud) to accelerate marketplace transactions.
• Enable Partners: Support partner enablement and activation programs to scale contribution across multiple partners, including hyperscaler co-sell and marketplace acceleration initiatives.
• Event Strategy: Execute event-driven partner strategies, including partner alignment before events, lead capture, and pipeline conversion optimization.
• Manage Portals & Forecasting: Manage 1:many partner engagement through partner portals and automated systems, providing weekly pipeline forecasts and campaign performance reports.

What You'll Bring

• Experience in sales development, business development, or partner-driven pipeline generation in a B2B environment.
• Practical familiarity with partner ecosystems, including programmatic partner engagement and demand generation with distributors, longtail partners, and hyperscalers (AWS, Google Cloud).
• Ability to design, execute, and optimize scalable, campaign-driven approaches to demand generation, including 1:many partner engagement and event-driven campaigns.
• Experience using Salesforce and modern sales development or marketing automation tools to manage, forecast, and report on partner-sourced pipeline.
• Strong analytical skills to interpret campaign results, partner activation metrics, and territory impact.
• Effective written and verbal communication skills, with a focus on clear, repeatable messaging.
• Interest in GitLab, open-source software, and modern software development practices.
• Openness to travel for partner events and field collaboration in a remote, results-focused environment.

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