GitLab · 1 week ago
Ecosystem Sales Manager - Scale - AMER
United States
Full-time
Remote
Mid, Senior Level
$98K/yr - $173K/yrGitLab is an open-core software company that develops an AI-powered DevSecOps Platform used by over 100,000 organizations. The Scale Ecosystem Sales Manager - AMER will drive partner-sourced pipeline generation, collaborate with various teams, and manage programmatic partner engagement to support GitLab's growth targets.
Cloud SecurityDeveloper ToolsDevOpsOpen SourceSaaS
Responsibilities
Drive partner-sourced Scale pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives
Collaborate with Scale Account Executives, Field Marketing, and regional sales leaders to integrate partners into territory planning and demand generation activities
Execute repeatable partner-led Scale 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 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
Qualification
Required
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
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
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