Ecosystem Sales Manager, Scale at GitLab

Support partner-sourced Scale pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives.
Collaborate with Scale Account Executives, Field Marketing, and regional sales leaders to integrate partners into territory planning and demand generation activities.
Execute repeatable partner-led Scale campaigns aligned to regional territories, including industry plays, account blitzes, and market-specific roadshows.
Identify whitespace and conduct detailed account mapping with partners to surface new logo opportunities and expand First Order reach.
Build and maintain programmatic relationships with emerging partners, distributors, longtail partners, and hyperscaler partners such as Amazon Web Services (AWS) and Google Cloud, with a focus on new customer acquisition and marketplace transactions.
Enable partner activation programs to scale contribution across multiple partners, including hyperscaler co-sell and marketplace acceleration initiatives.
Execute event-driven partner strategies, including partner alignment before events, lead capture during events, and pipeline conversion optimization after events.
Manage one-to-many partner engagement through partner portals and automated systems, providing weekly pipeline forecasts, partner-sourced opportunity reports, and clear insights into campaign performance and territory impact.

Experience in sales development, business development, or partner-driven pipeline generation in a B2B environment.
Practical familiarity with partner ecosystems, including programmatic partner engagement and demand generation with distributors, longtail partners, and hyperscalers such as AWS and Google Cloud.
Ability to design, execute, and optimize scalable, campaign-driven approaches to demand generation, including 1:many partner engagement and event-driven campaigns.
Experience using Salesforce and modern sales development or marketing automation tools to manage, forecast, and report on partner-sourced pipeline and campaign performance.
Strong problem-solving skills to interpret campaign results, partner activation metrics, and territory impact, and translate insights into actionable plans.
Effective written and verbal communication skills, with a focus on clear, repeatable messaging and collaboration with account executives, field marketing, and regional sales leadership.
Interest in GitLab, open source software, and modern software development practices, with the ability to learn and use GitLab and related tools.
Openness to travel for partner events and field teamwork, and to apply transferable skills from related sales, partner, or digital marketing roles in a remote, results-focused environment.

Ecosystem Sales Manager, Scale