Ecosystem Sales Manager New Remote, United States

GitLab Inc.; Northern (KY); Remote; USD 110,000 - 190,000; Full time

Job summary

GitLab is seeking a Scale Ecosystem Sales Manager - AMER to drive partner‑sourced pipeline and new logo opportunities. You will coordinate with Scale Account Executives, Field Marketing, and regional sales leadership to run scalable partner campaigns and account mapping across the AMER region.

You will own partner enablement, event‑driven strategies, and pipeline forecasting, collaborating with distributors, hyperscalers like AWS and Google Cloud, and longtail partners to accelerate marketplace

Qualifications

• Experience in sales development, business development, or partner‑driven pipeline generation in a B2B environment.
• Familiarity with partner ecosystems and demand generation with distributors, longtail partners, and hyperscalers.
• 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 marketing automation tools to manage, forecast, and report on partner‑sourced pipeline and campaign performance.
• Strong analytical skills to interpret campaign results and translate insights into actionable plans.
• Excellent written and verbal communication skills for collaboration with account executives, field marketing, and regional sales leadership.
• Interest in GitLab, open source software, and modern software development practices.
• Willingness to travel for partner events and field collaboration in a remote environment.

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 AWS and Google Cloud, focusing 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 and campaign performance insights.

Skills

Sales development

Partner ecosystems

Campaign design

Communication

Analytics

Travel readiness

Tools

Salesforce

Marketing automation

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% of the Fortune 500* trust GitLab to ship better, more secure software faster.

An overview of this role

As a Scale Ecosystem Sales Manager - AMER, you'll fuel GitLab's growth by turning our emerging partner ecosystem into a consistent, scalable source of new customers. You'll focus on partner-sourced Scale pipeline generation, designing and running repeatable partner‑led campaigns, systematic account mapping, and whitespace analysis that surface new logo opportunities for GitLab. In this role, you'll work closely with Scale Account Executives, Field Marketing, regional sales leadership, and partners such as distributors, longtail resellers, and hyperscalers like 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 partner enablement and activation at scale to event‑driven strategies and 1:many campaigns via partner portals and automated systems. Your work will directly support GitLab's Scale growth targets by building a measurable, partner‑led demand engine. Along the way, you’ll deepen your experience in partner ecosystem management, digital marketing‑driven demand generation, and modern sales development methodologies, while contributing 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 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.

What you’ll bring

• 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.

The Ecosystem Sales team focuses on building and scaling a high‑impact partner network that drives Scale growth through partner‑sourced pipeline and new logo acquisition. As a Scale - Ecosystem Sales Manager - AMER, you'll work as part of a distributed team that partners closely with Scale Account Executives, Field Marketing, regional sales leadership, and an emerging ecosystem of distributors, longtail partners, and hyperscalers. We collaborate asynchronously across regions to design and execute repeatable, campaign‑driven motions, integrate partners into territory planning, and turn partner programs into measurable demand generation at scale. We are focused on expanding partner‑sourced impact, improving systematic account mapping and whitespace identification, and building programmatic motions that make it easier for partners to acquire and grow new GitLab customers.

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.

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 alsoGitLab’s EEO Policy andEEO is the Law . If you have a disability or special need that requiresaccommodation , please let us know during therecruiting process .