EMEA Scale Ecosystem Sales Leader

GitLab; United States; Remote; USD 107,000 - 161,000; Full time

Benefits offered by this job

Flexibile Paid Time Off

Equity Compensation & Employee Stock

Growth and Development Fund

Parental Leave

Job summary

GitLab is seeking a Scale Ecosystem Sales Manager for Europe, Middle East, and Africa to turn our partner ecosystem into a scalable source of new customers. Based in the UK (Dublin considered), you will drive partner-sourced Scale pipeline through repeatable campaigns and alliance with AE teams and Field Marketing.

You will recruit and enable partners, manage events and campaigns, and provide weekly forecasts.

Qualifications

• Experience in business-to-business sales development or partner-driven pipeline generation.
• Familiarity with partner ecosystems and programmatic demand generation involving distributors, resellers, and hyperscalers like AWS and Google Cloud.
• Ability to design, execute, and improve scalable demand generation approaches, including one-to-many partner engagement and event-driven campaigns.

Responsibilities

• 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.

Skills

B2B sales

Partner ecosystem

Demand generation

Sales forecasting

Salesforce

Campaign analysis

English fluency

Tools

Salesforce

Marketing automation

Job description

GitLab is seeking a Scale Ecosystem Sales Manager for Europe, Middle East, and Africa to turn our partner ecosystem into a scalable source of new customers. Based in the UK (Dublin considered), you will drive partner-sourced Scale pipeline through repeatable campaigns and alliance with AE teams and Field Marketing.

You will recruit and enable partners, manage events and campaigns, and provide weekly forecasts.