Ecosystem Sales Manager, GitLab
Scale
+ Equity Compensation + Employee Stock Purchase Plan
One DevOps platform
Be an early applicant
One DevOps platform
1001+ employees
Be an early applicant
+ Equity Compensation + Employee Stock Purchase Plan
1001+ employees
Company mission
To make it so that everyone can contribute. When everyone can contribute, users become contributors and we greatly increase the rate of innovation.
Role
Who you are
- 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
- Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application
What the job involves
- 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
- 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
- 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
Our take
GitLab is an open-source collaboration platform for developers. It enables teams to build code quickly from anywhere without compromising on security or quality. GitLab already has an estimated 30M+ users from all over the world.
According to a 2021 GitLab report, 60% of developers can release code 2x faster with DevOps platforms that bring teams together and accelerate processes. It stands out by catering to programmers of all experiences. Gitlab's version control system helps streamline the process of creating, maintaining, and deploying code, whoever you are.
GitLab was in the right place to capitalise on the recent trend toward rapid digital transformation and remote working. This trend is expected to grow, and with it, GitLab's popularity. With its successful 2021 IPO and the patronage of major brands such as Nasdaq and Jaguar Land Rover, GitLab is expected to solidify its position as the go-to platform for development teams.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
15% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Sep 2019
$268m
SERIES E
Dec 2018
$20m
SERIES D
Total funding: $435.1m
Company benefits
- We offer benefits to manage your health, wealth, and well-being regardless of location
- Flexibility in schedule to be there for life’s important moments
- Equity compensation & Employee Stock Purchase Plan offered
- Generous Paid Time Off
Company HQ
Financial District, San Francisco, CA
Leadership
Sid Sijbrandij
(CEO)Studied Physics at the University of Twente. Interned at P&G and IBM. Was Lead Architect at the Netherlands' Ministry of Justice from 2009 to 2012. Founded app store Comcoaster in 2008, and then co-founded GitLab in 2012.
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