Scale Ecosystem Sales Manager
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. Scale Ecosystem Sales Managers are critical in driving partner-sourced pipeline generation and First Order acquisition at scale through programmatic partner engagement and systematic demand generation activities.
All individual contributors are referred to as 'Ecosystem Sales Managers' or 'ESM' and share the same primary requirements, responsibilities, and performance indicators.
What you'll do
Responsibilities: Drive partner-sourced First Order pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives.
Interaction: Collaborate extensively with First Order Account Executives, Field Marketing, and emerging partner ecosystem to drive measurable new logo acquisition.
Impact: Direct contribution to First Order growth targets through partner-led demand generation and pipeline sourcing activities.
Execute repeatable partner-led First Order campaigns aligned to regional Account Executive territories, including industry plays, account blitzes, and market-specific roadshows.
Drive whitespace identification and account mapping activities to surface new logo opportunities through partner networks and systematic territory analysis.
Build and maintain programmatic relationships with emerging partners, distributors, longtail partner ecosystem, and hyperscaler partners (AWS, Google Cloud) focused on new customer acquisition and marketplace transactions.
Proactively engage with GitLab First Order AEs, Field Marketing, and regional sales leadership to ensure partner integration in territory planning and demand generation activities.
Support partner enablement and activation programs designed to scale First Order contribution across multiple partners simultaneously, including hyperscaler co-sell and marketplace acceleration initiatives.
Execute event-driven partner strategies including partner alignment, lead capture, and pipeline conversion optimization.
Design and implement 1:many partner engagement campaigns via partner portals and automated systems.
Contribute to quarterly First Order business planning and partner pipeline forecasting within assigned territory.
Provide weekly pipeline forecasts and partner-sourced opportunity reports.
Prepare campaign performance reports, partner activation metrics, and territory impact analysis as required.
Knowledge: Strong understanding of partner-led demand generation, digital marketing campaigns, and scalable sales development methodologies.
What you'll bring
Experience in sales development, business development, or partner-driven pipeline generation roles.
2-4 years in B2B sales development, partner enablement, or digital marketing fields.
Strong aptitude for systematic, campaign-driven approaches to demand generation.
Experience with partner ecosystem management and programmatic partner engagement.
Background in software development tools and/or application lifecycle management solutions.
Experience with B2B sales development and lead qualification processes.
Interest in GitLab, open source software, and modern development practices.
Effective written and verbal communication skills with focus on scalable, repeatable messaging.
Strong analytical skills and ability to measure campaign performance and partner impact.
Results-oriented perspective with focus on measurable First Order contribution.
You share our values, and work in accordance with those values.
Ability to use GitLab and modern sales development tools.
Experience with Salesforce and marketing automation platforms.
Ability to travel up to 20% for partner events, campaigns, and field collaboration activities and comply with the company's travel policy.
About the job
Apply for this position
Scale Ecosystem Sales Manager
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. Scale Ecosystem Sales Managers are critical in driving partner-sourced pipeline generation and First Order acquisition at scale through programmatic partner engagement and systematic demand generation activities.
All individual contributors are referred to as 'Ecosystem Sales Managers' or 'ESM' and share the same primary requirements, responsibilities, and performance indicators.
What you'll do
Responsibilities: Drive partner-sourced First Order pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives.
Interaction: Collaborate extensively with First Order Account Executives, Field Marketing, and emerging partner ecosystem to drive measurable new logo acquisition.
Impact: Direct contribution to First Order growth targets through partner-led demand generation and pipeline sourcing activities.
Execute repeatable partner-led First Order campaigns aligned to regional Account Executive territories, including industry plays, account blitzes, and market-specific roadshows.
Drive whitespace identification and account mapping activities to surface new logo opportunities through partner networks and systematic territory analysis.
Build and maintain programmatic relationships with emerging partners, distributors, longtail partner ecosystem, and hyperscaler partners (AWS, Google Cloud) focused on new customer acquisition and marketplace transactions.
Proactively engage with GitLab First Order AEs, Field Marketing, and regional sales leadership to ensure partner integration in territory planning and demand generation activities.
Support partner enablement and activation programs designed to scale First Order contribution across multiple partners simultaneously, including hyperscaler co-sell and marketplace acceleration initiatives.
Execute event-driven partner strategies including partner alignment, lead capture, and pipeline conversion optimization.
Design and implement 1:many partner engagement campaigns via partner portals and automated systems.
Contribute to quarterly First Order business planning and partner pipeline forecasting within assigned territory.
Provide weekly pipeline forecasts and partner-sourced opportunity reports.
Prepare campaign performance reports, partner activation metrics, and territory impact analysis as required.
Knowledge: Strong understanding of partner-led demand generation, digital marketing campaigns, and scalable sales development methodologies.
What you'll bring
Experience in sales development, business development, or partner-driven pipeline generation roles.
2-4 years in B2B sales development, partner enablement, or digital marketing fields.
Strong aptitude for systematic, campaign-driven approaches to demand generation.
Experience with partner ecosystem management and programmatic partner engagement.
Background in software development tools and/or application lifecycle management solutions.
Experience with B2B sales development and lead qualification processes.
Interest in GitLab, open source software, and modern development practices.
Effective written and verbal communication skills with focus on scalable, repeatable messaging.
Strong analytical skills and ability to measure campaign performance and partner impact.
Results-oriented perspective with focus on measurable First Order contribution.
You share our values, and work in accordance with those values.
Ability to use GitLab and modern sales development tools.
Experience with Salesforce and marketing automation platforms.
Ability to travel up to 20% for partner events, campaigns, and field collaboration activities and comply with the company's travel policy.