Ecosystem Sales Manager
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Requirements
- 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, longtail 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.
- The Ecosystem Sales team focuses on building and scaling a high-impact partner network that drives First Order growth through partner-sourced pipeline and new logo acquisition. As a First Order - Ecosystem Sales Manager - AMER, you'll work as part of a distributed team that partners closely with First Order Account Executives, Field Marketing, regional sales leadership, and an emerging ecosystem of distributors, longtail partners, and hyperscalers. We collaborate asynchronously across regions to design and execute repeatable, campaign-driven motions, integrate partners into territory planning, and turn partner programs into measurable demand generation at scale. We are focused on expanding partner-sourced impact, improving systematic account mapping and whitespace identification, and building programmatic motions that make it easier for partners to acquire and grow new GitLab customers.
- The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
Responsibilities
- Drive partner-sourced First Order pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives.
- Collaborate with First Order Account Executives, Field Marketing, and regional sales leaders to integrate partners into territory planning and demand generation activities.
- Execute repeatable partner-led First Order campaigns aligned 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, longtail partners, and hyperscaler partners such as Amazon Web Services (AWS) and Google Cloud, with a focus on new customer acquisition and marketplace transactions.
- Support partner enablement and activation programs to scale First Order contribution across multiple partners, 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 optimization after events.
- 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.
Benefits
- $97,900 - $172,800 USD
- How GitLab will support you
- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- 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.
- Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
- Country Hiring Guidelines:
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