Ecosystem Sales Manager, GitLab
America
$122.4-216k
+ Equity Compensation & Employee Stock Purchase Plan. Base salary range for this role’s listed level is currently for residents of the United States only
One DevOps platform
Be an early applicant
One DevOps platform
1001+ employees
Be an early applicant
$122.4-216k
+ Equity Compensation & Employee Stock Purchase Plan. Base salary range for this role’s listed level is currently for residents of the United States only
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 B2B technology sales through strategic partners (such as System Integrators, Solution Providers, Managed Services Partners, and hyperscalers), ideally focused on software development tools and/or application lifecycle management solutions
- Demonstrated ability to drive partner-led pipeline and revenue by building and executing joint go-to-market plans, partner account mapping, and co-selling motions that grow a partner’s overall practice
- Strong understanding of the partner ecosystem and cloud market in the AMER region, with the ability to act as a trusted advisor to strategic partners and GitLab field sales teams
- Experience selling open source or similar technical solutions in complex B2B sales cycles involving both technical and business stakeholders
- Data-driven working style, using performance metrics and tools such as Salesforce (or similar) to forecast and track partner-sourced and partner-influenced pipeline, and to communicate impact to regional and executive stakeholders
- Excellent interpersonal and communication skills, with the ability to build, maintain, and grow trusted relationships across partner organizations and GitLab’s internal teams, present to senior audiences, and lead QBRs and planning sessions
- Strong project and program management skills and comfort working in an all-remote, asynchronous environment; able to coordinate multiple partner and internal stakeholders, manage joint plans, and operate as a self-directed "manager of one" with minimal oversight
- Willingness and ability to travel within the AMER region as needed (up to approximately 50%), along with alignment to GitLab's values and an interest in co-creating the future of our Ecosystem Sales organization as it scales
What the job involves
- As a Ecosystem Sales Manager on GitLab's Ecosystem Sales team, you'll build and grow high-impact partnerships that expand GitLab's reach and accelerate revenue across the AMER region
- You'll own a portfolio of strategic partners end to end, working closely with System Integrators, Solution Providers, Managed Services Partners, Hyperscalers, and GitLab field sales to drive joint pipeline, close deals, and scale partner-led GitLab practices
- You'll design and execute joint business plans, align on go-to-market motions, and use data to track performance so that each partnership delivers meaningful, measurable value
- In this role, you'll help shape how GitLab shows up with and through partners in AMER while working in an all-remote, values-driven environment that gives you both autonomy and cross-functional support
- Building and executing joint business plans with strategic partners in AMER, including account mapping, co-selling strategies, and governance models aligned to pipeline and revenue goals
- Identifying and supporting regional partner-led demand generation programs, such as co-hosted events and campaigns with System Integrators, Managed Services Partners, and Hyperscalers (AWS & Google) to create and accelerate ecosystem-driven opportunities
- Take full ownership of partner-led sales initiatives across your AMER territory, creating detailed, strategic plans with partners that align to GitLab pipeline and revenue goals
- Build, maintain, and grow strong relationships with strategic ecosystem partners, including system integrators, solution providers, managed services partners, and hyperscalers such as AWS and Google, to expand GitLab’s reach and influence in the market
- Design and execute comprehensive joint business plans with partners, including account mapping, go-to-market strategies, and governance models that drive consistent pipeline creation and revenue generation
- Proactively engage and coordinate with GitLab Account Executives (AEs), Area Sales Managers (ASMs), and regional sales leaders to integrate partners into the full sales cycle, from opportunity identification through post-sales expansion
- Analyze and report on partner performance and ecosystem pipeline, providing clear forecasts, insights, and recommendations to internal stakeholders, and contributing to quarterly business reviews and annual planning
- Identify and support regional-specific demand generation and pipeline-building activities with partners, including co-selling, co-marketing, and cloud-focused motions that accelerate customer adoption of GitLab
- Coordinate and facilitate the involvement of GitLab team members, including sales leadership, customer success, and support, to ensure partner initiatives meet sales targets and ecosystem objectives
- Build, document, and continuously improve processes and best practices for working with ecosystem partners so that partner engagements are scalable, repeatable, and aligned across the broader GitLab partner organization
- The Ecosystem Sales team is a collaborative, cross-functional partner to Sales and Alliances, focused on driving pipeline and revenue through our ecosystem of System Integrators, Solution Providers, Managed Services Partners, and Hyperscalers in the AMER region
- You'll join a fully remote, globally distributed team that works asynchronously with account executives, area sales managers, regional sales leaders, partner marketing, ecosystem leadership, and partner organizations to design and execute joint business plans and go-to-market strategies, coordinate regional demand generation with partners, orchestrate partner-involved sales motions, integrate partners throughout the customer lifecycle, and share best practices that can scale across GitLab
- We are currently focused on deepening engagement with priority partners, building and iterating joint sales plays and demand generation programs, improving partner-sourced and partner-influenced pipeline through clear measurement and reporting, and helping sales and ecosystem leaders clearly understand and communicate the impact of partner investments in the region
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: $435.5m
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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