Scale Ecosystem Sales Manager
GitLab
full-time
Posted on:
Location Type: Remote
Location: Germany
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Tech Stack
About the role
- Drive partner-sourced First Order pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives.
- Collaborate extensively with First Order Account Executives, Field Marketing, and emerging partner ecosystem to drive measurable new logo acquisition.
- 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.
- Strong understanding of partner-led demand generation, digital marketing campaigns, and scalable sales development methodologies.
Requirements
- 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.
Benefits
- 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
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
sales developmentbusiness developmentpartner-driven pipeline generationdemand generationcampaign-driven approacheslead qualificationpartner ecosystem managementprogrammatic partner engagementcampaign performance measurementanalytical skills
Soft skills
effective communicationresults-orientedsystematic approachcollaborationrelationship buildingstrategic thinkingproblem-solvingadaptabilityfocus on measurable outcomesvalues alignment