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Ecosystems Sales Manager - Scale

4 hours, 9 minutes ago
India
Full-time
Mid Level
Partnerships Manager
Sales and Business Development
CI/CD DevSecOps Digital Marketing GCP 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.
  • Collaborate with Scale Account Executives, Field Marketing, and regional sales leaders to integrate partners into territory planning and demand generation activities.
  • Design, execute, and optimize repeatable partner-led campaigns (industry plays, account blitzes, market-specific roadshows) and 1:many engagement motions.
  • 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 hyperscalers (AWS, Google Cloud) to accelerate new customer acquisition and marketplace transactions.
  • Support partner enablement and activation programs 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 post-event pipeline conversion.
  • Manage one-to-many partner engagement through partner portals and automated systems and provide weekly pipeline forecasts, partner-sourced opportunity reports, and campaign performance insights.
  • Contribute to business planning, pipeline forecasting, and reporting to demonstrate partner impact on territory growth.

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, including distributors, longtail partners, and hyperscalers such as AWS and Google Cloud.
  • 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 translate insights into actionable plans.
  • Effective written and verbal communication skills for 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 tools.
  • Willingness to travel for partner events and field collaboration and to operate effectively in a remote, results-focused environment.

Benefits

  • Benefits to support health, finances, and well-being (entity-specific benefits).
  • Flexible Paid Time Off.
  • Equity compensation and Employee Stock Purchase Plan.
  • Growth and Development Fund for learning and development.
  • Parental leave.
  • Home office support.
  • Remote-first role with global hiring guidelines and support for distributed work.

Interested in this position?

Apply directly on the company website

Apply Now

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