Manager of Ecosystem Sales, GitLab
EMEA South
Salary not provided
Offers equity and ESPP
AWS
GCP
Mid and Senior level
Remote from France, Spain
More information about location
One DevOps platform
Be an early applicant
One DevOps platform
1001+ employees
B2BSaaSDevOps
Be an early applicant
Salary not provided
Offers equity and ESPP
AWS
GCP
Mid and Senior level
Remote from France, Spain
More information about location
1001+ employees
B2BSaaSDevOps
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
- Demonstrated progressive management experience with emphasis on leadership and engaging global and local stakeholders
- Experience building trusted relationships with executive leadership and driving cross-functional engagement
- Ability to rapidly hire and scale a team of world-class professionals in a distributed, remote-first environment
- Strong sales experience managing ecosystem sales teams with focus on partner-sourced revenue and strategic relationships
- Experience managing strategic partner relationships with hyperscalers (AWS, Google Cloud), GSIs, and regional system integrators
- Experience selling software development tools and/or application lifecycle management solutions via cloud marketplaces and partner channels
- Expert knowledge of strategic ecosystem partner development, market analysis, and industry trends across EMEA South region
- Strong understanding of regional market dynamics across Italy, Spain, France, BELUX, MEA, and Mediterranean markets
- Experience with B2B sales and open source solutions in enterprise environments
- Language Proficiency: Fluent English with excellent communication skills, additional European languages (French, Spanish, Italian) preferred
- Ability to work independently in a fast-paced environment; high energy, motivated self-starter
- Strong communicator in person, virtually, and in writing with ability to engage senior stakeholders
- Excellent interpersonal skills and proven ability to lead alliance sales teams across cultural and geographic boundaries
- Strong personal network within the EMEA South partner ecosystem and software industry
- Driven, highly motivated and results-oriented with focus on measurable business outcomes
- You share our values and work in accordance with those values
- Ability to use GitLab and modern sales management tools
- 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
- A strong partner ecosystem is crucial in the success and growth of GitLab's business
- Partners are a strategic imperative for GitLab's continued growth and market expansion
- As customer requirements become more complex we need partners with capability and capacity to help customers implement, support and grow their usage of GitLab
- We work closely with cross functional leadership to ensure partners are integrated throughout the sales cycle both pre and post sales
- The Manager, Ecosystem Sales - EMEA South leads a high-performing team of Ecosystem Sales Managers across Southern Europe, Middle East, and Africa, driving strategic partner relationships and ensuring consistent execution of ecosystem sales strategies
- As Manager, Ecosystem Sales - EMEA South, you'll lead GitLab's partner ecosystem strategy across Italy, Spain, France, BELUX, Middle East & Africa, and Mediterranean regions including Israel
- You'll manage a distributed team of Ecosystem Sales Managers (both Scale and Value ESMs), driving partner-sourced pipeline generation, strategic partner relationships, and regional go-to-market execution
- In this role, you'll work closely with regional sales leadership, marketing teams, and strategic partners including hyperscalers, GSIs, and regional system integrators to accelerate GitLab's growth through partner channels
- You'll own team performance across First Order generation, partner-sourced pipeline, services attachment, and strategic partner development while fostering talent development and ensuring global consistency in ecosystem sales execution
- Your leadership will directly impact GitLab's regional growth targets by building a scalable, high-performing partner organization that integrates seamlessly with field sales operations
- Coach, develop and mentor a high-performing ecosystem sales team of Scale ESMs, Value ESMs, and specialized roles across EMEA South territories
- Communicate strategy and make sound decisions that support GitLab's ecosystem objectives, cascading important and relevant information to teams in a timely manner
- Provide understanding of business dynamics, key drivers and set strategies, tactics, and success metrics for ecosystem sales within EMEA South region
- Oversee ecosystem sales pipeline building activities across Italy, Spain, France, BELUX, MEA, and Mediterranean areas including Israel
- Facilitate ecosystem sales execution to drive GitLab revenue through partner channels and strategic relationships
- Provide Ecosystem Sales leadership with critical business visibility and weekly business status reporting
- Take a leadership role in representing ecosystem sales in quarterly business reviews and regional planning sessions
- Engage GitLab regional sales leadership, solutions architects, and marketing teams to ensure awareness and leverage of strategic partnerships
- Cultivate ecosystem sales talent through hiring, development, and retention strategies aligned with regional growth objectives
- Collaborate with Marketing on ecosystem sales-related demand generation activities, partner events, and joint marketing initiatives
- Support partner marketing activities and joint go-to-market planning with strategic partners within assigned territories
- Coordinate and collaborate with Finance, Partner Operations, Sales Operations, and Sales teams as needed for operational excellence
- Foster executive relationships both internally and within strategic partner organizations across EMEA South
- Collaborate with VP, Ecosystem Sales to define partner strategy, budget, hiring plans, and team optimization to foster high performance
- Contribute to long-term investment planning, design, and execution for strategic partner engagement
- Ensure ecosystem sales global consistency while adapting to regional market dynamics and partner ecosystem requirements
- The EMEA South Ecosystem Sales team focuses on building and scaling high-impact partner networks across Southern Europe, Middle East, and Africa that drive First Order growth, strategic account expansion, and market penetration
- As Manager, you'll lead a distributed team that collaborates closely with regional sales leadership, field marketing, and strategic partners including hyperscalers, GSIs, and regional system integrators
- We operate with cultural sensitivity across diverse markets while maintaining global consistency in partner strategies and execution
- The team is focused on expanding partner-sourced impact, developing regional talent, and building systematic approaches that integrate partners throughout the customer lifecycle from acquisition to expansion
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
Top investors
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: $435.5m
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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