Scale Ecosystem Sales Manager, EMEA
GitLab
GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.
The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.
A strong partner ecosystem is crucial in the success and growth of GitLab's business. Partners are a strategic imperative for GitLab's continued growth and market expansion. As customer requirements become more complex we need partners with capability and capacity to help customers implement, support and grow their usage of GitLab. We work closely with cross functional leadership to ensure partners are integrated throughout the sales cycle both pre and post sales. Scale Ecosystem Sales Managers are critical in driving partner-sourced pipeline generation and First Order acquisition at scale through programmatic partner engagement and systematic demand generation activities.
All individual contributors are referred to as "Ecosystem Sales Managers" or "ESM" and share the same primary requirements, responsibilities, and performance indicators.
What you'll do
- Responsibilities: Drive partner-sourced First Order pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives.
- Interaction: Collaborate extensively with First Order Account Executives, Field Marketing, and emerging partner ecosystem to drive measurable new logo acquisition.
- Impact: Direct contribution to First Order growth targets through partner-led demand generation and pipeline sourcing activities.
- Execute repeatable partner-led First Order campaigns aligned to regional Account Executive territories, including industry plays, account blitzes, and market-specific roadshows.
- Drive whitespace identification and account mapping activities to surface new logo opportunities through partner networks and systematic territory analysis.
- Build and maintain programmatic relationships with emerging partners, distributors, longtail partner ecosystem, and hyperscaler partners (AWS, Google Cloud) focused on new customer acquisition and marketplace transactions.
- Proactively engage with GitLab First Order AEs, Field Marketing, and regional sales leadership to ensure partner integration in territory planning and demand generation activities.
- Support partner enablement and activation programs designed to scale First Order contribution across multiple partners simultaneously, including hyperscaler co-sell and marketplace acceleration initiatives.
- Execute event-driven partner strategies including partner alignment, lead capture, and pipeline conversion optimization.
- Design and implement 1:many partner engagement campaigns via partner portals and automated systems.
- Contribute to quarterly First Order business planning and partner pipeline forecasting within assigned territory.
- Provide weekly pipeline forecasts and partner-sourced opportunity reports.
- Prepare campaign performance reports, partner activation metrics, and territory impact analysis as required.
- Knowledge: Strong understanding of partner-led demand generation, digital marketing campaigns, and scalable sales development methodologies.
What you'll bring
- Experience in sales development, business development, or partner-driven pipeline generation roles.
- 2-4 years in B2B sales development, partner enablement, or digital marketing fields.
- Strong aptitude for systematic, campaign-driven approaches to demand generation.
- Experience with partner ecosystem management and programmatic partner engagement.
- Background in software development tools and/or application lifecycle management solutions.
- Experience with B2B sales development and lead qualification processes.
- Interest in GitLab, open source software, and modern development practices.
- Effective written and verbal communication skills with focus on scalable, repeatable messaging.
- Strong analytical skills and ability to measure campaign performance and partner impact.
- Results-oriented perspective with focus on measurable First Order contribution.
- You share our values, and work in accordance with those values.
- Ability to use GitLab and modern sales development tools.
- Experience with Salesforce and marketing automation platforms.
- Ability to travel up to 20% for partner events, campaigns, and field collaboration activities and comply with the company's travel policy.
How GitLab will support you
- 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
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.