Ecosystem Sales Manager

ABOUT THE ROLE GitLab is a leading DevSecOps platform trusted by more than 50 million users and half of the Fortune 100 to accelerate software delivery. As a Scale Ecosystem Sales Manager – AMER, you will drive the company’s growth by transforming its emerging partner ecosystem into a reliable, scalable source of new customers. You will design and execute partner‑led campaigns, map accounts, and uncover whitespace opportunities that bring new logos into GitLab’s Scale portfolio. Working closely with Scale Account Executives, Field Marketing, regional sales leaders, and partners such as distributors, long‑tail resellers, and hyperscalers like AWS and Google Cloud, you will integrate partners throughout the sales cycle and accelerate marketplace transactions. WHAT YOU’LL DO - Generate partner‑sourced Scale pipeline through scalable programs, campaigns, and systematic account mapping. - Collaborate with Scale Account Executives, Field Marketing, and regional sales leaders to embed partners into territory planning and demand generation. - Execute repeatable partner‑led Scale campaigns tailored 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, long‑tail partners, and hyperscaler partners such as AWS and Google Cloud, focusing 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, aligning partners before events, capturing leads during events, and optimizing pipeline conversion afterward. - 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. WHAT YOU’LL NEED - 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, long‑tail 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. WHY REMOTE This position is fully remote, allowing you to collaborate with a global team and partners across the Americas while working from wherever you are most productive. BENEFITS - Competitive salary and equity package. - Comprehensive health, dental, and vision coverage. - Generous parental leave and flexible work arrangements. - Education stipend and continuous learning opportunities. - Life insurance and retirement plan options. - Equipment stipend for a high‑performance home office.