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GitLabEcosystem Sales Manager
GitLab is seeking an Ecosystem Sales Manager to fuel growth by converting emerging partner networks into a repeatable, scalable source of new customers. GitLab operates as…
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About This Role
GitLab is seeking an Ecosystem Sales Manager to fuel growth by converting emerging partner networks into a repeatable, scalable source of new customers. GitLab operates as an intelligent orchestration platform for DevSecOps, helping organizations boost developer productivity, enhance operational efficiency, and accelerate digital transformation. In this role, you will lead partner-sourced pipeline generation, implement structured account mapping, and conduct whitespace analysis to uncover new logo opportunities across the AMER region.…
Job Description
GitLab is seeking an Ecosystem Sales Manager to fuel growth by converting emerging partner networks into a repeatable, scalable source of new customers. GitLab operates as an intelligent orchestration platform for DevSecOps, helping organizations boost developer productivity, enhance operational efficiency, and accelerate digital transformation. In this role, you will lead partner-sourced pipeline generation, implement structured account mapping, and conduct whitespace analysis to uncover new logo opportunities across the AMER region.
This position suits professionals with a background in B2B sales development or partner-driven pipeline generation who want to collaborate with regional sales leadership, field marketing, and Scale Account Executives. You will manage programmatic partner engagement—ranging from partner activation and enablement to 1-to-many automated campaigns—using modern sales tools and marketplaces such as AWS and Google Cloud. GitLab encourages applicants with varying levels of experience to apply, emphasizing that candidates from diverse backgrounds should not hesitate to submit their profiles even if they do not meet every single point.
Responsibilities
- Drive partner-sourced pipeline generation using scalable partner programs, structured campaigns, and systematic account mapping initiatives
- Partner with Account Executives, Field Marketing, and regional sales leaders to embed partners into territory planning
- Execute repeatable partner-led campaigns tailored to regional territories, including account blitzes and industry plays
- Perform detailed account mapping and whitespace analysis with partners to uncover new logo acquisition opportunities
- Build and sustain programmatic relationships with distributors, longtail partners, and hyperscalers like AWS and Google Cloud
- Support partner activation and enablement initiatives to scale contributions, including marketplace acceleration and co-sell programs
- Coordinate event-driven partner strategies across pre-event alignment, live lead capture, and post-event pipeline conversion
- Manage automated, 1-to-many partner engagement through portals while delivering weekly pipeline forecasts and campaign reports
Requirements
- Experience in business development, sales development, or partner-driven pipeline generation within a B2B setting
- Familiarity with partner ecosystems involving hyperscalers, distributors, and longtail partners
- Demonstrated ability to design and optimize campaign-driven approaches for demand generation and event execution
- Proficiency with Salesforce and modern sales development or marketing automation tools for forecasting and reporting
- Strong analytical skills for interpreting campaign results, partner activation metrics, and territory impact
- Effective verbal and written communication skills for cross-functional collaboration
Qualifications
- Interest in open source software, GitLab, and modern software development practices
Core Skills
Benefits
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation and Employee Stock Purchase Plan
- Growth and Development Fund
- Parental leave
- Home office support
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this position remote?
Yes, GitLab roles are remote, though certain positions may carry specific location-based eligibility requirements.
What is the employment type for this role?
The posting indicates this is a full-time position.
What is the salary range for the Ecosystem Sales Manager?
The salary is not specified in the job posting.
How can I apply if I do not meet every single requirement?
GitLab encourages interested candidates to apply even if they do not meet every qualification, allowing recruiters to assess applications individually.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.