Ecosystem Sales Manager, GitLab
Scale
+ Equity Compensation & Employee Stock Purchase Plan
One DevOps platform
Job no longer available
One DevOps platform
1001+ employees
Job no longer available
+ 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 business-to-business sales development, business development, or partner-driven pipeline generation, including identifying and recruiting ecosystem partners
- Familiarity with partner ecosystems and programmatic demand generation involving distributors, long-tail resellers, and hyperscalers such as AWS and Google Cloud
- Ability to design, execute, and improve scalable demand generation approaches, including one-to-many partner engagement and event-driven campaigns
- Experience using Salesforce and sales development or marketing automation tools to manage, forecast, and report on partner-sourced pipeline and campaign performance
- Analytical skills to interpret campaign results, partner activation metrics, and territory impact, then turn those insights into clear plans
- Clear written and verbal communication skills and the ability to collaborate with account executives, Field Marketing, and regional sales leadership
- Fluency in English. German, French, or Spanish language skills are a strong plus for this EMEA-wide role
- Interest in GitLab, open source software, and modern software development practices, with openness to travel and to applying transferable experience from sales, partnerships, or digital marketing 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
What the job involves
- As a Scale Ecosystem Sales Manager - Europe, Middle East, and Africa (EMEA), you'll help fuel GitLab's growth by turning our emerging partner ecosystem into a consistent, scalable source of new customers
- Based in the UK, with Dublin also considered, you'll focus on partner-sourced Scale pipeline generation through repeatable partner-led campaigns, systematic account mapping, and whitespace analysis
- You'll work with Scale Account Executives, Field Marketing, regional sales leadership, distributors, long-tail resellers, and hyperscalers such as Amazon Web Services (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 identifying and recruiting partners to enabling and activating them at scale
- Your work will support GitLab's Scale growth targets by building a measurable, partner-led demand engine through event strategies, one-to-many campaigns, partner portals, and automated systems
- You'll also contribute 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
- 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
- The Ecosystem Sales team builds and scales a partner network that supports Scale growth through partner-sourced pipeline and new customer acquisition. You'll join a distributed team that works closely with Scale Account Executives, Field Marketing, regional sales leadership, distributors, long-tail resellers, and hyperscalers
- We collaborate asynchronously across regions to make it easier for partners to acquire and grow 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: $434.6m
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
(Co-Founder & Executive Chair)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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