Ecosystem Sales Manager: Scale - 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.

Scale Ecosystem Sales Manager - EMEA

An Overview of This Role

As a Scale Ecosystem Sales Manager - Europe, Middle East, and Africa (EMEA), you'll help fuel GitLab's growth by turning our emerging partner ecosystem into a consistent, scalable source of new customers. Based in the UK, with Dublin also considered, you'll focus on partner-sourced Scale pipeline generation through repeatable partner-led campaigns, systematic account mapping, and whitespace analysis. You'll work with Scale Account Executives, Field Marketing, regional sales leadership, distributors, long-tail resellers, and hyperscalers such as Amazon Web Services (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 identifying and recruiting partners to enabling and activating them at scale. Your work will support GitLab's Scale growth targets by building a measurable, partner-led demand engine through event strategies, one-to-many campaigns, partner portals, and automated systems. You'll also contribute to business planning, pipeline forecasting, and clear reporting on partner impact.

What You'll Do

• Drive Pipeline Generation: Drive partner-sourced Scale pipeline generation through scalable partner programs, campaigns, and systematic account mapping.
• Collaborate Internally: Collaborate with Scale Account Executives, Field Marketing, and regional sales leaders to integrate partners into territory planning and demand generation.
• Execute Campaigns: Execute repeatable partner-led campaigns aligned with regional territories, including industry plays, account blitzes, and market-specific roadshows.
• Map Accounts: Identify whitespace and map accounts with partners to surface new customer opportunities and expand first-order reach.
• Build Relationships: Identify, recruit, and build programmatic relationships with emerging partners, distributors, long-tail resellers, and hyperscalers such as AWS and Google Cloud.
• Support Enablement: Support partner enablement and activation, including hyperscaler co-sell and marketplace acceleration initiatives.
• Event Strategy: Execute event-driven partner strategies, including partner alignment before events, lead capture during events, and pipeline conversion after events.
• Manage Engagement: Manage one-to-many partner engagement through partner portals and automated systems, providing weekly forecasts and reports that track partner-sourced pipeline, campaign performance, and territory impact against regional Scale growth targets.

What You'll Bring

• Sales Development Experience: Experience in business-to-business sales development, business development, or partner-driven pipeline generation, including identifying and recruiting ecosystem partners.
• Ecosystem Familiarity: Familiarity with partner ecosystems and programmatic demand generation involving distributors, long-tail resellers, and hyperscalers such as AWS and Google Cloud.
• Campaign Design: Ability to design, execute, and improve scalable demand generation approaches, including one-to-many partner engagement and event-driven campaigns.
• Tooling Proficiency: Experience using Salesforce and sales development or marketing automation tools to manage, forecast, and report on partner-sourced pipeline and campaign performance.
• Analytical Skills: Analytical skills to interpret campaign results, partner activation metrics, and territory impact, then turn those insights into clear plans.
• Communication: Clear written and verbal communication skills and the ability to collaborate with account executives, Field Marketing, and regional sales leadership.
• Language Skills: Fluency in English. German, French, or Spanish language skills are a strong plus for this EMEA-wide role.
• Domain Interest: Interest in GitLab, open source software, and modern software development practices, with openness to travel and to applying transferable experience from sales, partnerships, or digital marketing in a remote, results-focused environment.

About the Team

The Ecosystem Sales team builds and scales a partner network that supports Scale growth through partner-sourced pipeline and new customer acquisition. You'll join a distributed team that works closely with Scale Account Executives, Field Marketing, regional sales leadership, distributors, long-tail resellers, and hyperscalers. We collaborate asynchronously across regions to make it easier for partners to acquire and grow GitLab customers.

Benefits & Perks

• 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