Ecosystem Sales Manager: Scale

Visa Hunt; Ireland; On-site; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Flexible PTO

Equity compensation

Employee Stock Purchase Plan

Growth and Development Fund

Parental Leave

Job summary

GitLab is seeking a Scale Ecosystem Sales Manager for EMEA. Based in the UK, with Dublin considered, you will drive partner-sourced pipeline and manage partner-led campaigns across the region.

This role requires collaboration with Scale Account Executives, Field Marketing, and regional leadership to accelerate marketplace transactions. You will recruit partners, enable co-sell initiatives with hyperscalers, and map whitespace to surface new opportunities.

Qualifications

• Experience in business-to-business sales development or partner-driven pipeline generation.
• Familiarity with partner ecosystems and programmatic demand generation involving distributors and hyperscalers.
• Ability to design, execute, and improve scalable demand generation approaches.
• Experience using Salesforce and marketing automation tools to manage pipeline and campaign performance.
• Analytical skills to interpret campaign results and territory impact.

Responsibilities

• Drive partner-sourced Scale pipeline generation through scalable partner programs and campaigns.
• Collaborate with Scale Account Executives, Field Marketing, and regional sales leaders for partner integration into planning.
• Execute repeatable partner-led campaigns aligned with regional territories and roadshows.
• Identify whitespace and map accounts with partners to surface new opportunities.
• Recruit and build programmatic relationships with emerging partners and hyperscalers such as AWS and Google Cloud.
• Support partner enablement and activation, including hyperscaler co-sell and marketplace initiatives.
• Execute event-driven partner strategies, including lead capture and pipeline conversion after events.
• Provide weekly forecasts and reports tracking partner-sourced pipeline and territory impact.

Skills

Partner program management

Sales pipeline generation

Campaign planning

Account mapping

Forecasting & reporting

English fluency

Tools

Salesforce

Marketing automation tools

Job description

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our valuesand continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

Scale Ecosystem Sales Manager - EMEA

An overview of this role

As a Scale Ecosystem Sales Manager - Europe, Middle East, and Africa (EMEA), you'll help fuel GitLab's growth by turning our emerging partner ecosystem into a consistent, scalable source of new customers. Based in the UK, with Dublin also considered, you'll focus on partner-sourced Scale pipeline generation through repeatable partner-led campaigns, systematic account mapping, and whitespace analysis. You'll work with Scale Account Executives, Field Marketing, regional sales leadership, distributors, long-tail resellers, and hyperscalers such as Amazon Web Services (AWS) and Google Cloud to integrate partners throughout the sales cycle and accelerate marketplace transactions.

You'll own programmatic partner engagement across your territory, from identifying and recruiting partners to enabling and activating them at scale. Your work will support GitLab's Scale growth targets by building a measurable, partner-led demand engine through event strategies, one-to-many campaigns, partner portals, and automated systems. You'll also contribute to business planning, pipeline forecasting, and clear reporting on partner impact.

What you’ll do

• Drive partner-sourced Scale pipeline generation through scalable partner programs, campaigns, and systematic account mapping.
• Collaborate with Scale Account Executives, Field Marketing, and regional sales leaders to integrate partners into territory planning and demand generation.
• Execute repeatable partner-led campaigns aligned with regional territories, including industry plays, account blitzes, and market-specific roadshows.
• Identify whitespace and map accounts with partners to surface new customer opportunities and expand first-order reach.
• Identify, recruit, and build programmatic relationships with emerging partners, distributors, long-tail resellers, and hyperscalers such as AWS and Google Cloud.
• Support partner enablement and activation, 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 after events.
• Manage one-to-many partner engagement through partner portals and automated systems, providing weekly forecasts and reports that track partner-sourced pipeline, campaign performance, and territory impact against regional Scale growth targets.

What you’ll bring

• Experience in business-to-business sales development, business development, or partner-driven pipeline generation, including identifying and recruiting ecosystem partners.
• Familiarity with partner ecosystems and programmatic demand generation involving distributors, long-tail resellers, and hyperscalers such as AWS and Google Cloud.
• Ability to design, execute, and improve scalable demand generation approaches, including one-to-many partner engagement and event-driven campaigns.
• Experience using Salesforce and sales development or marketing automation tools to manage, forecast, and report on partner-sourced pipeline and campaign performance.
• Analytical skills to interpret campaign results, partner activation metrics, and territory impact, then turn those insights into clear plans.
• Clear written and verbal communication skills and the ability to collaborate with account executives, Field Marketing, and regional sales leadership.
• Fluency in English. German, French, or Spanish language skills are a strong plus for this EMEA-wide role.
• Interest in GitLab, open source software, and modern software development practices, with openness to travel and to applying transferable experience from sales, partnerships, or digital marketing in a remote, results-focused environment.

About the team

The Ecosystem Sales team builds and scales a partner network that supports Scale growth through partner-sourced pipeline and new customer acquisition. You'll join a distributed team that works closely with Scale Account Executives, Field Marketing, regional sales leadership, distributors, long-tail resellers, and hyperscalers. We collaborate asynchronously across regions to make it easier for partners to acquire and grow GitLab customers.

How GitLab Supports Full-Time Employees

• 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

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.