IBM Ecosystem Sales Manager, GitLab
AMER
$97.9-172.8k
Salary applicable to US applicants only. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. + Equity Compensation & Employee Stock Purchase Plan
One DevOps platform
Be an early applicant
One DevOps platform
1001+ employees
Be an early applicant
$97.9-172.8k
Salary applicable to US applicants only. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. + 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
- Bachelor’s degree or equivalent practical experience, with a foundation in sales, business, or a related field and a strong interest in partner and ecosystem sales
- Coachable, curious, and eager to learn: You're a quick learner who thrives on feedback and is ready to jump into something new. We value potential and a growth mindset over years of experience, so if you're hungry to master the world of channel sales, you'll fit right in
- Progressive experience in B2B sales or partner-facing roles, ideally working with or through channel partners, solution providers, or system integrators to support pipeline creation and revenue growth
- Understanding of how to manage and progress a sales pipeline, including experience with opportunity tracking, identifying bottlenecks, and partnering with account teams to keep deals moving
- Strong operational mindset with a passion for clean processes and data accuracy, including maintaining up-to-date records in systems like Salesforce (or similar customer relationship management tools)
- Experience working with or alongside large strategic partners (for example, global system integrators or technology alliances), with the ability to navigate multiple stakeholders and align on joint objectives
- Ability to orchestrate and align multiple ecosystem partners (such as IBM, local system integrators, solution providers, and hyperscalers) around a single customer opportunity to deliver a seamless experience
- 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 an IBM Ecosystem Sales Manager on GitLab's Ecosystem team, you'll be the go-to person for your sales team when it comes to IBM deals and ecosystem integration
- You'll own the IBM-led deal pipeline end to end, making sure the GitLab sales process is followed, IBM is engaged at the right moments, and every opportunity moves forward with clear next steps
- You'll work closely with Sales, Partner, and Regional leadership to integrate IBM into the full sales cycle, from initial discovery through post-sales implementation, so customers experience a seamless "IBM + GitLab" journey
- You'll use clean data and clear processes to track progress, spot bottlenecks, and keep all stakeholders aligned
- In this role, you'll help shape how GitLab shows up in the IBM ecosystem while working in an all-remote, values-driven environment that gives you both autonomy and cross-functional support
- Some examples of our projects:
- Owning and maintaining the IBM-focused deal pipeline, ensuring opportunities are progressing, stakeholders are aligned, and partner involvement is documented throughout the sales cycle
- Orchestrating IBM-led and ecosystem-supported motions that bring together IBM, local System Integrators, Solution Providers, and Hyperscalers (AWS and Google) to support customer implementations and partner-led growth
- What you'll do:
- Serve as the primary bridge between GitLab Sales and IBM, ensuring the GitLab sales process is followed and IBM is integrated into every stage of the customer journey, from initial discovery through post-sales implementation
- Take full operational ownership of the IBM deal pipeline, monitoring progress, identifying bottlenecks, and driving actions that keep opportunities advancing toward close
- Coordinate and orchestrate the broader ecosystem around IBM-led deals, including local System Integrators, Solution Providers, and Hyperscalers (AWS and Google), so all partners are aligned and customers experience a seamless engagement
- Partner with IBM to build, grow, and measure their GitLab practice, tracking indicators such as pipeline health, revenue contribution, and partner-led growth, and sharing regular insights with internal and external stakeholders
- Work closely with regional sales and ecosystem leadership to align on territory plans, ensure the "IBM + GitLab" value story is consistent, and maximize joint opportunity across the IBM channel
- Support recruitment, onboarding, and enablement of new IBM-focused partners where needed, helping them understand GitLab’s platform, sales motions, and how to co-sell effectively
- Maintain accurate, up-to-date data in relevant systems, ensuring clean pipeline reporting, clear visibility into IBM-related opportunities, and consistent communication across Sales and Partner teams
- Continually refine and document processes for managing IBM and ecosystem-led deals so motions are repeatable, scalable, and easy for Sales and partners to follow
- The Ecosystem Sales team is a collaborative, cross-functional partner to Sales and Alliances, focused on driving partner-led pipeline and revenue through high-impact programs and tight sales alignment
- You'll join a fully remote, globally distributed team that works asynchronously with account executives, partner managers, sales operations, sales leadership, and external partners like IBM to design and execute joint go-to-market motions, orchestrate multi-party sales cycles, coordinate opportunities, structure deal support, and share best practices that can scale across GitLab
- We focus on embedding partners into every stage of the sales cycle so customers get a seamless experience and our joint value propositions are clear
- We are currently focused on building and iterating ecosystem motions with IBM and other key partners, improving partner-led pipeline health and visibility through clear measurement and reporting, and helping sales and channel leaders clearly understand and communicate the impact of ecosystem investments
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: $434.9m
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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