Ecosystems Sales Manager – Scale
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Job Description
Ecosystems Sales Manager driving partner-sourced pipeline generation for GitLab. Collaborating with partners and account executives to enhance marketplace transactions.
Responsibilities:
- Drive 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.
- Support partner enablement and 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.
Requirements:
- 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 analytical 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 collaboration, and to apply transferable skills from related sales, partner, or digital marketing roles in a remote, results-focused environment.
Benefits:
- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental leave
- Home office support
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