Ecosystem Sales Manager - GSI
An overview of this role
As a GSI Ecosystem Sales Manager on GitLab's Ecosystem Sales team, you'll build and grow strategic partnerships that bring GitLab's DevSecOps story to market through the world’s leading Global System Integrators (GSIs) across the AMER region. You'll own the GSI partner strategy end to end for key accounts, working closely with partners and GitLab Sales, Alliances, and Product teams to co-create joint offerings, drive pipeline, and accelerate revenue. You'll use data and regular business reviews to measure impact, refine joint go-to-market plans, and ensure each initiative delivers clear, mutual value. In this role, you'll shape how partners like Accenture, TCS, Capgemini, and Deloitte position and sell GitLab. You'll work in an all-remote, values-driven environment that gives you both autonomy and cross-functional support.
Some examples of our projects:
Leading and executing joint business plans with GSI partners, including account mapping, solution development, and coordinated go-to-market motions that generate qualified pipeline for GitLab Sales teams
Designing and driving partner-led demand generation programs and field engagements that highlight GitLab's AI-powered DevSecOps platform, expand partner practices, and create new customer opportunities
What you'll do
Lead strategic sales and partner initiatives across the AMER region with major Global System Integrator (GSI) partners, designing and executing long-term growth plans for key accounts including Accenture, TCS, Capgemini, and Deloitte.
Build, deepen, and manage executive-level relationships with GSI partners and GitLab field sales teams, proactively engaging account executives, area sales managers, and regional leadership to drive joint opportunities.
Design, execute, and continually refine comprehensive joint business plans with GSI partners, including detailed account mapping, go-to-market strategies, solution positioning, and governance models that support pipeline and revenue goals.
Develop joint offerings and solutions with GSI partners that highlight GitLab's AI-powered DevSecOps platform, create clear competitive differentiation, and deliver measurable customer value in the cloud and software development markets.
Identify, prioritize, and support regional demand generation and pipeline-building activities with strategic partners, ensuring alignment with GitLab sales priorities and clear visibility into performance, progress, and outcomes.
Coordinate GitLab stakeholder involvement across Sales, Customer Success, Technical, and Support teams to advance partner-driven opportunities, remove roadblocks, and ensure ecosystem and sales targets are met.
Contribute to quarterly business reviews and annual planning with GSI partners and GitLab Ecosystem leadership, preparing forecasts, territory plans, and performance updates that inform strategy and decision making.
Provide regular, accurate forecasts, pipeline visibility, and progress reports using tools such as Salesforce, documenting best practices and continuously improving how we work with GSI partners across the AMER region.
What you'll bring
Experience in B2B software sales focused on software development tools, DevSecOps, or application lifecycle management solutions, with a strong emphasis on selling with and through strategic partners such as global systems integrators (GSIs) across complex enterprise accounts.
Knowledge of the GSI and cloud ecosystem in North America and the broader AMER region, with the ability to build and deepen relationships with partners like Accenture, TCS, Capgemini, Deloitte, and other major GSIs to co-create joint offerings and go-to-market motions.
Demonstrated ability to engage and influence senior stakeholders at both partners and customers, bringing strong executive presence, negotiation skills, and a focus on driving mutual business outcomes.
Excellent communication, presentation, and writing skills, and a collaborative working style that enables you to partner effectively with field sales, alliances, marketing, and technical teams across regions and time zones.
Strength in managing a partner-focused book of business, including forecasting, pipeline inspection, and reporting on key partner performance indicators, with proficiency in Salesforce and similar tools to manage accounts and opportunities.
Comfort working in an all-remote, asynchronous, values-driven environment as a self-directed “manager of one,” with the ability to break work into clear milestones, collaborate across distributed teams, travel within the AMER region as needed for partner, customer, and GitLab events, and co-create the future of our Ecosystem organization as we scale our GSI partnerships.
Fluency in English, with additional Spanish or other regional language skills in the AMER region considered a plus but not required.
About the team
The Ecosystem team is a collaborative, cross-functional partner to Sales and Marketing. We focus on driving pipeline and revenue by building and growing strategic relationships with our Global System Integrator (GSI) partners across the AMER region. We also drive partner-sourced and partner-influenced opportunities through high-impact initiatives with GSIs such as Accenture, TCS, Capgemini, and Deloitte. You'll join a fully remote, globally distributed team that works asynchronously with account executives, area sales managers, sales leaders, partner marketing, product teams, regional leadership, and GSI stakeholders. Together, we co-create joint go-to-market plans, develop differentiated offerings, align on account strategy, support regional demand generation, share best practices that can scale across GitLab and our partner ecosystem, and support partners as they expand their GitLab practices. We're currently focused on deepening executive relationships with key GSI accounts, co-developing joint solutions that highlight GitLab’s DevSecOps value, and helping sales and ecosystem leaders clearly understand and communicate the impact of partner investments on pipeline and revenue.
The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
United States Salary Range
$1—$1 USD
About the job
Apply for this position
Ecosystem Sales Manager - GSI
An overview of this role
As a GSI Ecosystem Sales Manager on GitLab's Ecosystem Sales team, you'll build and grow strategic partnerships that bring GitLab's DevSecOps story to market through the world’s leading Global System Integrators (GSIs) across the AMER region. You'll own the GSI partner strategy end to end for key accounts, working closely with partners and GitLab Sales, Alliances, and Product teams to co-create joint offerings, drive pipeline, and accelerate revenue. You'll use data and regular business reviews to measure impact, refine joint go-to-market plans, and ensure each initiative delivers clear, mutual value. In this role, you'll shape how partners like Accenture, TCS, Capgemini, and Deloitte position and sell GitLab. You'll work in an all-remote, values-driven environment that gives you both autonomy and cross-functional support.
Some examples of our projects:
Leading and executing joint business plans with GSI partners, including account mapping, solution development, and coordinated go-to-market motions that generate qualified pipeline for GitLab Sales teams
Designing and driving partner-led demand generation programs and field engagements that highlight GitLab's AI-powered DevSecOps platform, expand partner practices, and create new customer opportunities
What you'll do
Lead strategic sales and partner initiatives across the AMER region with major Global System Integrator (GSI) partners, designing and executing long-term growth plans for key accounts including Accenture, TCS, Capgemini, and Deloitte.
Build, deepen, and manage executive-level relationships with GSI partners and GitLab field sales teams, proactively engaging account executives, area sales managers, and regional leadership to drive joint opportunities.
Design, execute, and continually refine comprehensive joint business plans with GSI partners, including detailed account mapping, go-to-market strategies, solution positioning, and governance models that support pipeline and revenue goals.
Develop joint offerings and solutions with GSI partners that highlight GitLab's AI-powered DevSecOps platform, create clear competitive differentiation, and deliver measurable customer value in the cloud and software development markets.
Identify, prioritize, and support regional demand generation and pipeline-building activities with strategic partners, ensuring alignment with GitLab sales priorities and clear visibility into performance, progress, and outcomes.
Coordinate GitLab stakeholder involvement across Sales, Customer Success, Technical, and Support teams to advance partner-driven opportunities, remove roadblocks, and ensure ecosystem and sales targets are met.
Contribute to quarterly business reviews and annual planning with GSI partners and GitLab Ecosystem leadership, preparing forecasts, territory plans, and performance updates that inform strategy and decision making.
Provide regular, accurate forecasts, pipeline visibility, and progress reports using tools such as Salesforce, documenting best practices and continuously improving how we work with GSI partners across the AMER region.
What you'll bring
Experience in B2B software sales focused on software development tools, DevSecOps, or application lifecycle management solutions, with a strong emphasis on selling with and through strategic partners such as global systems integrators (GSIs) across complex enterprise accounts.
Knowledge of the GSI and cloud ecosystem in North America and the broader AMER region, with the ability to build and deepen relationships with partners like Accenture, TCS, Capgemini, Deloitte, and other major GSIs to co-create joint offerings and go-to-market motions.
Demonstrated ability to engage and influence senior stakeholders at both partners and customers, bringing strong executive presence, negotiation skills, and a focus on driving mutual business outcomes.
Excellent communication, presentation, and writing skills, and a collaborative working style that enables you to partner effectively with field sales, alliances, marketing, and technical teams across regions and time zones.
Strength in managing a partner-focused book of business, including forecasting, pipeline inspection, and reporting on key partner performance indicators, with proficiency in Salesforce and similar tools to manage accounts and opportunities.
Comfort working in an all-remote, asynchronous, values-driven environment as a self-directed “manager of one,” with the ability to break work into clear milestones, collaborate across distributed teams, travel within the AMER region as needed for partner, customer, and GitLab events, and co-create the future of our Ecosystem organization as we scale our GSI partnerships.
Fluency in English, with additional Spanish or other regional language skills in the AMER region considered a plus but not required.
About the team
The Ecosystem team is a collaborative, cross-functional partner to Sales and Marketing. We focus on driving pipeline and revenue by building and growing strategic relationships with our Global System Integrator (GSI) partners across the AMER region. We also drive partner-sourced and partner-influenced opportunities through high-impact initiatives with GSIs such as Accenture, TCS, Capgemini, and Deloitte. You'll join a fully remote, globally distributed team that works asynchronously with account executives, area sales managers, sales leaders, partner marketing, product teams, regional leadership, and GSI stakeholders. Together, we co-create joint go-to-market plans, develop differentiated offerings, align on account strategy, support regional demand generation, share best practices that can scale across GitLab and our partner ecosystem, and support partners as they expand their GitLab practices. We're currently focused on deepening executive relationships with key GSI accounts, co-developing joint solutions that highlight GitLab’s DevSecOps value, and helping sales and ecosystem leaders clearly understand and communicate the impact of partner investments on pipeline and revenue.
The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
United States Salary Range
$1—$1 USD