Ecosystem Sales Manager

An overview of this role

As an Ecosystem Sales Manager on GitLab's Partner Sales team, you'll lead strategic initiatives that grow and strengthen our partner ecosystem in Brazil. You'll work closely with regional sales leadership, partner organizations, and cross-functional teams to recruit, develop, and enable partners that help customers implement, adopt, and expand their use of GitLab. You'll focus on building deep, long-term relationships with System Integrators, Solution Providers, Managed Services Partners, and Hyperscalers, driving joint pipeline, revenue, and a mature GitLab practice with each partner. You'll use your fluent Portuguese skills—essential for daily interactions with partners and internal stakeholders—alongside professional English to communicate clearly across cultures and organizations while operating in an all-remote, values-driven environment where you can have a strategic impact on GitLab's growth through our partner ecosystem.

• Building, managing, and tracking joint go-to-market plans with strategic partners in Brazil, aligning on pipeline targets, revenue goals, and growth of each partner’s GitLab practice

• Coordinating and supporting partner-led and co-sell activities with GitLab AEs and regional leadership, including account mapping, territory planning, and localized demand generation motions for the Brazil market

What you'll do

• Lead strategic ecosystem initiatives with partners in Brazil to grow GitLab adoption and consistently deliver ecosystem-sourced and influenced pipeline and revenue against regional targets.

• Build, maintain, and expand strong relationships with System Integrators, Solution Providers, Managed Services Partners, and Hyperscalers, acting as their primary GitLab contact and trusted advisor while using your Portuguese and English skills to communicate clearly across stakeholders.

• Design and execute joint business plans with key partners, including detailed account mapping, go-to-market strategies, governance models, and regional demand generation activities (events, campaigns, co-selling motions) that create and progress qualified pipeline.

• Proactively engage with GitLab account executives, area sales managers, geo leadership, and cross-functional teams such as Marketing, Customer Success, and Product to coordinate partner involvement across the full sales cycle and customer lifecycle, accelerating deal closure and customer expansion.

• Lead and participate in quarterly business reviews and annual planning with partners and internal stakeholders, using partner performance data to recommend actions that increase ecosystem-sourced and influenced revenue.

• Prepare and deliver partner-facing and internal presentations, territory plans, and performance reports that summarize ecosystem impact, including pipeline, revenue contribution, and practice growth, and clearly communicate progress to sales and ecosystem leadership.

• Maintain accurate partner opportunity, forecast, and activity data in Salesforce and other internal systems, ensuring reliable reporting on cloud-related and ecosystem performance for decision-making.

• Serve as a subject matter expert on the partner ecosystem and cloud market in Brazil, sharing insights on industry dynamics, competitive trends, and partner strategies to inform GitLab's regional sales priorities.

What you'll bring

• Experience selling software development tools and/or application lifecycle management solutions through and with strategic partners, with a track record of driving partner-led revenue and adoption.

• Deep understanding of partner ecosystems and the ability to build and nurture relationships with System Integrators, Solution Providers, Managed Services Partners, and Hyperscalers, with a track record of creating successful, revenue-generating partner engagements.

• Proven ability to design and execute joint business plans with partners, including account mapping, go-to-market strategies, and governance models that drive pipeline creation and revenue growth.

• Data-driven sales approach, using CRM and other tools to analyze pipeline metrics, partner performance data, and forecasting to inform decisions, prioritize activities, and report progress to internal and external stakeholders.

• Experience managing a sales territory in close collaboration with field sales, including regular forecasting, territory planning, and participation in quarterly business reviews and annual planning cycles.

• Fluent Portuguese and professional English communication skills, with excellent written and verbal abilities to present to senior stakeholders, prepare clear territory and partner plans, and communicate updates across cross-functional teams.

• Strong interpersonal skills and the ability to remain calm under pressure, working as a self-directed 'manager of one' in an all-remote, asynchronous environment while aligning with GitLab's values.

• Experience with Salesforce, GitLab, and cloud and open source technologies that will help you ramp quickly and be effective in an ecosystem-focused, all-remote sales environment.

About the team

The Ecosystem Sales team is a collaborative, cross-functional partner to Sales and our strategic partners, focused on driving pipeline and revenue through high-impact, partner-led initiatives in Brazil. You'll join a fully remote, globally distributed team that works asynchronously with account executives, sales leadership, partner marketing, and cloud and services partners to design and execute joint go-to-market motions. We're currently focused on deepening relationships with System Integrators, Solution Providers, Managed Services Partners, and Hyperscalers, building and executing joint business plans, and helping GitLab and our partners clearly understand and grow ecosystem-sourced and influenced pipeline and revenue, with a strong emphasis on working effectively in Portuguese and English.