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Ecosystem Sales Manager - Scale

4 hours, 2 minutes ago
North America, Latin America
Full-time
Mid Level
Partnerships Manager
Sales and Business Development
DevSecOps Digital Marketing GCP Git GitLab Salesforce
Apply Now
GitLab

GitLab

GitLab: The comprehensive DevOps platform revolutionizing software development with automation, AI workflows, and essential tools for efficient collaboration.

Internet Software & Services
1K-5K
Founded 2014
View All Jobs 26

Description

  • Drive partner-sourced Scale pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives.
  • Design, run, and optimize repeatable partner-led campaigns (industry plays, account blitzes, market-specific roadshows) aligned to regional territories.
  • Collaborate with Scale Account Executives, Field Marketing, and regional sales leaders to integrate partners into territory planning and demand generation activities.
  • 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 distributors, longtail partners, and hyperscalers (e.g., AWS, Google Cloud) to accelerate new customer acquisition and marketplace transactions.
  • Support partner enablement and activation at scale, including hyperscaler co-sell and marketplace acceleration initiatives.
  • Execute event-driven partner strategies: align partners before events, capture leads during events, and optimize pipeline conversion after events.
  • Manage one-to-many partner engagement via partner portals and automation, and provide weekly pipeline forecasts, partner-sourced opportunity reports, and campaign performance insights.

Requirements

  • Experience in sales development, business development, or partner-driven pipeline generation in a B2B environment.
  • Practical familiarity with partner ecosystems and programmatic partner engagement involving distributors, longtail partners, and hyperscalers (AWS, Google Cloud).
  • Proven ability to design, execute, and optimize scalable, campaign-driven demand generation approaches 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 to translate insights into actionable plans.
  • Effective written and verbal communication skills for clear, repeatable messaging and cross-functional collaboration with account executives, field marketing, and regional sales leadership.
  • Interest in GitLab, open source software, and modern software development practices, and the ability to learn and use GitLab tools.
  • Openness to travel for partner events and field collaboration.
  • Ability to apply transferable skills from related sales, partner, or digital marketing roles in a remote, results-focused environment.

Benefits

  • Benefits to support health, finances, and well-being
  • Flexible paid time off
  • Team Member Resource Groups (employee inclusion groups)
  • Equity compensation and Employee Stock Purchase Plan
  • Growth and Development Fund for learning and development
  • Parental leave
  • Home office support

Interested in this position?

Apply directly on the company website

Apply Now

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