GitLab · 1 week ago
Ecosystem Sales Manager - GSI - 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 GSI Ecosystem Sales Manager will build and grow strategic partnerships with Global System Integrators to bring GitLab's offerings to market, driving pipeline and revenue through collaboration and joint initiatives.
Cloud SecurityDeveloper ToolsDevOpsOpen SourceSaaS
Responsibilities
Lead strategic sales and partner initiatives across the AMER region with major Global System Integrator (GSI) partners, designing and executing long-term growth plans for key accounts including Accenture, TCS, Capgemini, and Deloitte
Build, deepen, and manage executive-level relationships with GSI partners and GitLab field sales teams, proactively engaging account executives, area sales managers, and regional leadership to drive joint opportunities
Design, execute, and continually refine comprehensive joint business plans with GSI partners, including detailed account mapping, go-to-market strategies, solution positioning, and governance models that support pipeline and revenue goals
Develop joint offerings and solutions with GSI partners that highlight GitLab's AI-powered DevSecOps platform, create clear competitive differentiation, and deliver measurable customer value in the cloud and software development markets
Identify, prioritize, and support regional demand generation and pipeline-building activities with strategic partners, ensuring alignment with GitLab sales priorities and clear visibility into performance, progress, and outcomes
Coordinate GitLab stakeholder involvement across Sales, Customer Success, Technical, and Support teams to advance partner-driven opportunities, remove roadblocks, and ensure ecosystem and sales targets are met
Contribute to quarterly business reviews and annual planning with GSI partners and GitLab Ecosystem leadership, preparing forecasts, territory plans, and performance updates that inform strategy and decision making
Provide regular, accurate forecasts, pipeline visibility, and progress reports using tools such as Salesforce, documenting best practices and continuously improving how we work with GSI partners across the AMER region
Qualification
Required
Experience in B2B software sales focused on software development tools, DevSecOps, or application lifecycle management solutions, with a strong emphasis on selling with and through strategic partners such as global systems integrators (GSIs) across complex enterprise accounts
Knowledge of the GSI and cloud ecosystem in North America and the broader AMER region, with the ability to build and deepen relationships with partners like Accenture, TCS, Capgemini, Deloitte, and other major GSIs to co-create joint offerings and go-to-market motions
Demonstrated ability to engage and influence senior stakeholders at both partners and customers, bringing strong executive presence, negotiation skills, and a focus on driving mutual business outcomes
Excellent communication, presentation, and writing skills, and a collaborative working style that enables you to partner effectively with field sales, alliances, marketing, and technical teams across regions and time zones
Strength in managing a partner-focused book of business, including forecasting, pipeline inspection, and reporting on key partner performance indicators, with proficiency in Salesforce and similar tools to manage accounts and opportunities
Comfort working in an all-remote, asynchronous, values-driven environment as a self-directed 'manager of one,' with the ability to break work into clear milestones, collaborate across distributed teams, travel within the AMER region as needed for partner, customer, and GitLab events, and co-create the future of our Ecosystem organization as we scale our GSI partnerships
Fluency in English, with additional Spanish or other regional language skills in the AMER region considered a plus but not required
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