Manager - Ecosystem Sales
A strong partner ecosystem is crucial in the success and growth of GitLab's business. Partners are a strategic imperative for GitLab's continued growth and market expansion. As customer requirements become more complex we need partners with capability and capacity to help customers implement, support and grow their usage of GitLab. We work closely with cross functional leadership to ensure partners are integrated throughout the sales cycle both pre and post sales. The Manager, Ecosystem Sales - EMEA South leads a high-performing team of Ecosystem Sales Managers across Southern Europe, Middle East, and Africa, driving strategic partner relationships and ensuring consistent execution of ecosystem sales strategies.
All Ecosystem Sales leaders share the same primary requirements, responsibilities, and performance indicators. Scope of role and command of business will fluctuate based on level.
An overview of this role
As Manager, Ecosystem Sales - EMEA South, you'll lead GitLab's partner ecosystem strategy across Italy, Spain, France, BELUX, Middle East & Africa, and Mediterranean regions including Israel. You'll manage a distributed team of Ecosystem Sales Managers (both Scale and Value ESMs), driving partner-sourced pipeline generation, strategic partner relationships, and regional go-to-market execution. In this role, you'll work closely with regional sales leadership, marketing teams, and strategic partners including hyperscalers, GSIs, and regional system integrators to accelerate GitLab's growth through partner channels.
You'll own team performance across First Order generation, partner-sourced pipeline, services attachment, and strategic partner development while fostering talent development and ensuring global consistency in ecosystem sales execution. Your leadership will directly impact GitLab's regional growth targets by building a scalable, high-performing partner organization that integrates seamlessly with field sales operations.
What you'll do
Leadership Responsibilities:
Coach, develop and mentor a high-performing ecosystem sales team of Scale ESMs, Value ESMs, and specialized roles across EMEA South territories
Communicate strategy and make sound decisions that support GitLab's ecosystem objectives, cascading important and relevant information to teams in a timely manner
Provide understanding of business dynamics, key drivers and set strategies, tactics, and success metrics for ecosystem sales within EMEA South region
Oversee ecosystem sales pipeline building activities across Italy, Spain, France, BELUX, MEA, and Mediterranean areas including Israel
Facilitate ecosystem sales execution to drive GitLab revenue through partner channels and strategic relationships
Provide Ecosystem Sales leadership with critical business visibility and weekly business status reporting
Take a leadership role in representing ecosystem sales in quarterly business reviews and regional planning sessions
Strategic & Operational Responsibilities:
Engage GitLab regional sales leadership, solutions architects, and marketing teams to ensure awareness and leverage of strategic partnerships
Cultivate ecosystem sales talent through hiring, development, and retention strategies aligned with regional growth objectives
Collaborate with Marketing on ecosystem sales-related demand generation activities, partner events, and joint marketing initiatives
Support partner marketing activities and joint go-to-market planning with strategic partners within assigned territories
Coordinate and collaborate with Finance, Partner Operations, Sales Operations, and Sales teams as needed for operational excellence
Foster executive relationships both internally and within strategic partner organizations across EMEA South
Collaborate with VP, Ecosystem Sales to define partner strategy, budget, hiring plans, and team optimization to foster high performance
Contribute to long-term investment planning, design, and execution for strategic partner engagement
Ensure ecosystem sales global consistency while adapting to regional market dynamics and partner ecosystem requirements
What you'll bring
Leadership Requirements:
Demonstrated progressive management experience with emphasis on leadership and engaging global and local stakeholders
Experience building trusted relationships with executive leadership and driving cross-functional engagement
Ability to rapidly hire and scale a team of world-class professionals in a distributed, remote-first environment
Strong sales experience managing ecosystem sales teams with focus on partner-sourced revenue and strategic relationships
Experience managing strategic partner relationships with hyperscalers (AWS, Google Cloud), GSIs, and regional system integrators
Technical & Industry Requirements:
Experience selling software development tools and/or application lifecycle management solutions via cloud marketplaces and partner channels
Expert knowledge of strategic ecosystem partner development, market analysis, and industry trends across EMEA South region
Strong understanding of regional market dynamics across Italy, Spain, France, BELUX, MEA, and Mediterranean markets
Experience with B2B sales and open source solutions in enterprise environments
Personal & Professional Attributes:
Language Proficiency: Fluent English with excellent communication skills, additional European languages (French, Spanish, Italian) preferred
Ability to work independently in a fast-paced environment; high energy, motivated self-starter
Strong communicator in person, virtually, and in writing with ability to engage senior stakeholders
Excellent interpersonal skills and proven ability to lead alliance sales teams across cultural and geographic boundaries
Strong personal network within the EMEA South partner ecosystem and software industry
Driven, highly motivated and results-oriented with focus on measurable business outcomes
You share our values and work in accordance with those values
Ability to use GitLab and modern sales management tools
Ability to travel up to 50% across EMEA South territories and comply with company travel policy
About the team
The EMEA South Ecosystem Sales team focuses on building and scaling high-impact partner networks across Southern Europe, Middle East, and Africa that drive First Order growth, strategic account expansion, and market penetration. As Manager, you'll lead a distributed team that collaborates closely with regional sales leadership, field marketing, and strategic partners including hyperscalers, GSIs, and regional system integrators. We operate with cultural sensitivity across diverse markets while maintaining global consistency in partner strategies and execution. The team is focused on expanding partner-sourced impact, developing regional talent, and building systematic approaches that integrate partners throughout the customer lifecycle from acquisition to expansion.
About the job
Apply for this position
Manager - Ecosystem Sales
A strong partner ecosystem is crucial in the success and growth of GitLab's business. Partners are a strategic imperative for GitLab's continued growth and market expansion. As customer requirements become more complex we need partners with capability and capacity to help customers implement, support and grow their usage of GitLab. We work closely with cross functional leadership to ensure partners are integrated throughout the sales cycle both pre and post sales. The Manager, Ecosystem Sales - EMEA South leads a high-performing team of Ecosystem Sales Managers across Southern Europe, Middle East, and Africa, driving strategic partner relationships and ensuring consistent execution of ecosystem sales strategies.
All Ecosystem Sales leaders share the same primary requirements, responsibilities, and performance indicators. Scope of role and command of business will fluctuate based on level.
An overview of this role
As Manager, Ecosystem Sales - EMEA South, you'll lead GitLab's partner ecosystem strategy across Italy, Spain, France, BELUX, Middle East & Africa, and Mediterranean regions including Israel. You'll manage a distributed team of Ecosystem Sales Managers (both Scale and Value ESMs), driving partner-sourced pipeline generation, strategic partner relationships, and regional go-to-market execution. In this role, you'll work closely with regional sales leadership, marketing teams, and strategic partners including hyperscalers, GSIs, and regional system integrators to accelerate GitLab's growth through partner channels.
You'll own team performance across First Order generation, partner-sourced pipeline, services attachment, and strategic partner development while fostering talent development and ensuring global consistency in ecosystem sales execution. Your leadership will directly impact GitLab's regional growth targets by building a scalable, high-performing partner organization that integrates seamlessly with field sales operations.
What you'll do
Leadership Responsibilities:
Coach, develop and mentor a high-performing ecosystem sales team of Scale ESMs, Value ESMs, and specialized roles across EMEA South territories
Communicate strategy and make sound decisions that support GitLab's ecosystem objectives, cascading important and relevant information to teams in a timely manner
Provide understanding of business dynamics, key drivers and set strategies, tactics, and success metrics for ecosystem sales within EMEA South region
Oversee ecosystem sales pipeline building activities across Italy, Spain, France, BELUX, MEA, and Mediterranean areas including Israel
Facilitate ecosystem sales execution to drive GitLab revenue through partner channels and strategic relationships
Provide Ecosystem Sales leadership with critical business visibility and weekly business status reporting
Take a leadership role in representing ecosystem sales in quarterly business reviews and regional planning sessions
Strategic & Operational Responsibilities:
Engage GitLab regional sales leadership, solutions architects, and marketing teams to ensure awareness and leverage of strategic partnerships
Cultivate ecosystem sales talent through hiring, development, and retention strategies aligned with regional growth objectives
Collaborate with Marketing on ecosystem sales-related demand generation activities, partner events, and joint marketing initiatives
Support partner marketing activities and joint go-to-market planning with strategic partners within assigned territories
Coordinate and collaborate with Finance, Partner Operations, Sales Operations, and Sales teams as needed for operational excellence
Foster executive relationships both internally and within strategic partner organizations across EMEA South
Collaborate with VP, Ecosystem Sales to define partner strategy, budget, hiring plans, and team optimization to foster high performance
Contribute to long-term investment planning, design, and execution for strategic partner engagement
Ensure ecosystem sales global consistency while adapting to regional market dynamics and partner ecosystem requirements
What you'll bring
Leadership Requirements:
Demonstrated progressive management experience with emphasis on leadership and engaging global and local stakeholders
Experience building trusted relationships with executive leadership and driving cross-functional engagement
Ability to rapidly hire and scale a team of world-class professionals in a distributed, remote-first environment
Strong sales experience managing ecosystem sales teams with focus on partner-sourced revenue and strategic relationships
Experience managing strategic partner relationships with hyperscalers (AWS, Google Cloud), GSIs, and regional system integrators
Technical & Industry Requirements:
Experience selling software development tools and/or application lifecycle management solutions via cloud marketplaces and partner channels
Expert knowledge of strategic ecosystem partner development, market analysis, and industry trends across EMEA South region
Strong understanding of regional market dynamics across Italy, Spain, France, BELUX, MEA, and Mediterranean markets
Experience with B2B sales and open source solutions in enterprise environments
Personal & Professional Attributes:
Language Proficiency: Fluent English with excellent communication skills, additional European languages (French, Spanish, Italian) preferred
Ability to work independently in a fast-paced environment; high energy, motivated self-starter
Strong communicator in person, virtually, and in writing with ability to engage senior stakeholders
Excellent interpersonal skills and proven ability to lead alliance sales teams across cultural and geographic boundaries
Strong personal network within the EMEA South partner ecosystem and software industry
Driven, highly motivated and results-oriented with focus on measurable business outcomes
You share our values and work in accordance with those values
Ability to use GitLab and modern sales management tools
Ability to travel up to 50% across EMEA South territories and comply with company travel policy
About the team
The EMEA South Ecosystem Sales team focuses on building and scaling high-impact partner networks across Southern Europe, Middle East, and Africa that drive First Order growth, strategic account expansion, and market penetration. As Manager, you'll lead a distributed team that collaborates closely with regional sales leadership, field marketing, and strategic partners including hyperscalers, GSIs, and regional system integrators. We operate with cultural sensitivity across diverse markets while maintaining global consistency in partner strategies and execution. The team is focused on expanding partner-sourced impact, developing regional talent, and building systematic approaches that integrate partners throughout the customer lifecycle from acquisition to expansion.