GitLab · 1 week ago
Ecosystem Sales Manager - AMER
United States
Full-time
Remote
Mid, Senior Level
$122K/yr - $216K/yrGitLab is an open-core software company that develops an AI-powered DevSecOps Platform, used by over 100,000 organizations. The Ecosystem Sales Manager will build and grow partnerships to expand GitLab's reach and accelerate revenue across the AMER region, focusing on strategic partners and joint business plans.
Cloud SecurityDeveloper ToolsDevOpsOpen SourceSaaS
Responsibilities
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
Qualification
Required
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
Benefits
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
Parental leave
Home office support
Company
GitLab
GitLab is a web-based Git repository manager that offers a variety of features for software development teams.
Founded in 2014
1001-5000 employees
Funding
Current Stage
Public CompanyTotal Funding
$413.5MKey Investors
ICONIQ GrowthGoogle VenturesAugust Capital
2021-10-14IPO
2019-09-17Series E· $268M
2018-09-19Series D· $100M
Leadership Team
Bill Staples
Chief Executive Officer
Sytse Sijbrandij
Co-founder and Executive Chair
Recent News
2026-01-16
2026-01-16
2026-01-13
Company data provided by crunchbase