Ecosystem Sales Manager

An overview of this role

As a Ecosystem Sales Manager on GitLab's Ecosystem Sales team, you'll build and grow high-impact partnerships that expand GitLab's reach and accelerate revenue across the AMER region. You'll own a portfolio of strategic partners end to end, working closely with System Integrators, Solution Providers, Managed Services Partners, Hyperscalers, and GitLab field sales to drive joint pipeline, close deals, and scale partner-led GitLab practices. You'll design and execute joint business plans, align on go-to-market motions, and use data to track performance so that each partnership delivers meaningful, measurable value. In this role, you'll help shape how GitLab shows up with and through partners in AMER while working in an all-remote, values-driven environment that gives you both autonomy and cross-functional support.

Some examples of our projects:

• Building and executing joint business plans with strategic partners in AMER, including account mapping, co-selling strategies, and governance models aligned to pipeline and revenue goals
• Identifying and supporting regional partner-led demand generation programs, such as co-hosted events and campaigns with System Integrators, Managed Services Partners, and Hyperscalers (AWS & Google) to create and accelerate ecosystem-driven opportunities

What you'll do

• Take full ownership of partner-led sales initiatives across your AMER territory, creating detailed, strategic plans with partners that align to GitLab pipeline and revenue goals.
• Build, maintain, and grow strong relationships with strategic ecosystem partners, including system integrators, solution providers, managed services partners, and hyperscalers such as AWS and Google, to expand GitLab’s reach and influence in the market.
• Design and execute comprehensive joint business plans with partners, including account mapping, go-to-market strategies, and governance models that drive consistent pipeline creation and revenue generation.
• Proactively engage and coordinate with GitLab Account Executives (AEs), Area Sales Managers (ASMs), and regional sales leaders to integrate partners into the full sales cycle, from opportunity identification through post-sales expansion.
• Analyze and report on partner performance and ecosystem pipeline, providing clear forecasts, insights, and recommendations to internal stakeholders, and contributing to quarterly business reviews and annual planning.
• Identify and support regional-specific demand generation and pipeline-building activities with partners, including co-selling, co-marketing, and cloud-focused motions that accelerate customer adoption of GitLab.
• Coordinate and facilitate the involvement of GitLab team members, including sales leadership, customer success, and support, to ensure partner initiatives meet sales targets and ecosystem objectives.
• Build, document, and continuously improve processes and best practices for working with ecosystem partners so that partner engagements are scalable, repeatable, and aligned across the broader GitLab partner organization.

What you'll bring

• Experience in B2B technology sales through strategic partners (such as System Integrators, Solution Providers, Managed Services Partners, and hyperscalers), ideally focused on software development tools and/or application lifecycle management solutions.
• Demonstrated ability to drive partner-led pipeline and revenue by building and executing joint go-to-market plans, partner account mapping, and co-selling motions that grow a partner’s overall practice.
• Strong understanding of the partner ecosystem and cloud market in the AMER region, with the ability to act as a trusted advisor to strategic partners and GitLab field sales teams.
• Experience selling open source or similar technical solutions in complex B2B sales cycles involving both technical and business stakeholders.
• Data-driven working style, using performance metrics and tools such as Salesforce (or similar) to forecast and track partner-sourced and partner-influenced pipeline, and to communicate impact to regional and executive stakeholders.
• Excellent interpersonal and communication skills, with the ability to build, maintain, and grow trusted relationships across partner organizations and GitLab’s internal teams, present to senior audiences, and lead QBRs and planning sessions.
• Strong project and program management skills and comfort working in an all-remote, asynchronous environment; able to coordinate multiple partner and internal stakeholders, manage joint plans, and operate as a self-directed "manager of one" with minimal oversight.
• Willingness and ability to travel within the AMER region as needed (up to approximately 50%), along with alignment to GitLab's values and an interest in co-creating the future of our Ecosystem Sales organization as it scales.

About the team

The Ecosystem Sales team is a collaborative, cross-functional partner to Sales and Alliances, focused on driving pipeline and revenue through our ecosystem of System Integrators, Solution Providers, Managed Services Partners, and Hyperscalers in the AMER region. You'll join a fully remote, globally distributed team that works asynchronously with account executives, area sales managers, regional sales leaders, partner marketing, ecosystem leadership, and partner organizations to design and execute joint business plans and go-to-market strategies, coordinate regional demand generation with partners, orchestrate partner-involved sales motions, integrate partners throughout the customer lifecycle, and share best practices that can scale across GitLab. We are currently focused on deepening engagement with priority partners, building and iterating joint sales plays and demand generation programs, improving partner-sourced and partner-influenced pipeline through clear measurement and reporting, and helping sales and ecosystem leaders clearly understand and communicate the impact of partner investments in the region.