Ecosystem Sales Manager
Core
Fuel GitLab's growth by turning the partner ecosystem into a scalable source of new customers through partner-sourced pipeline generation and demand engine building.
Role type
Scale Ecosystem Sales Manager (B2B)
Builds
Partner-led demand engine, scalable campaigns, and new customer acquisition via distributors, longtail partners, and hyperscalers.
Domain
DevSecOps / SaaS / Partner Ecosystem Sales
Required skills
B2B sales development, partner ecosystem management, demand generation, account mapping, whitespace analysis, campaign execution, Salesforce proficiency, analytical skills
Preferred skills
Experience with hyperscalers (AWS, Google Cloud), digital marketing-driven demand generation, modern sales development methodologies
Technologies
Salesforce, partner portals, marketing automation tools
Responsibilities
Drive partner-sourced Scale pipeline generation through scalable partner programs and systematic account mapping. Collaborate with Account Executives and Field Marketing to integrate partners into territory planning. Execute repeatable partner-led campaigns including industry plays and market-specific roadshows. Identify whitespace and conduct detailed account mapping to surface new logo opportunities. Build and maintain programmatic relationships with emerging partners, distributors, and hyperscalers. Support partner enablement and activation programs to scale contribution. Execute event-driven partner strategies for lead capture and pipeline conversion. Manage one-to-many partner engagement through automated systems and provide pipeline forecasts.