GitLab

Ecosystem Sales Manager – GSI

GitLab

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $122,400 - $216,000 per year

Tech Stack

Cloud

About the role

  • Lead strategic sales and partner initiatives across the AMER region with major Global System Integrator (GSI) partners, designing and executing long-term growth plans for key accounts including Accenture, TCS, Capgemini, and Deloitte.
  • Build, deepen, and manage executive-level relationships with GSI partners and GitLab field sales teams, proactively engaging account executives, area sales managers, and regional leadership to drive joint opportunities.
  • Design, execute, and continually refine comprehensive joint business plans with GSI partners, including detailed account mapping, go-to-market strategies, solution positioning, and governance models that support pipeline and revenue goals.
  • Develop joint offerings and solutions with GSI partners that highlight GitLab's AI-powered DevSecOps platform, create clear competitive differentiation, and deliver measurable customer value in the cloud and software development markets.
  • Identify, prioritize, and support regional demand generation and pipeline-building activities with strategic partners, ensuring alignment with GitLab sales priorities and clear visibility into performance, progress, and outcomes.
  • Coordinate GitLab stakeholder involvement across Sales, Customer Success, Technical, and Support teams to advance partner-driven opportunities, remove roadblocks, and ensure ecosystem and sales targets are met.
  • Contribute to quarterly business reviews and annual planning with GSI partners and GitLab Ecosystem leadership, preparing forecasts, territory plans, and performance updates that inform strategy and decision making.
  • Provide regular, accurate forecasts, pipeline visibility, and progress reports using tools such as Salesforce, documenting best practices and continuously improving how we work with GSI partners across the AMER region.

Requirements

  • Experience in B2B software sales focused on software development tools, DevSecOps, or application lifecycle management solutions, with a strong emphasis on selling with and through strategic partners such as global systems integrators (GSIs) across complex enterprise accounts.
  • Knowledge of the GSI and cloud ecosystem in North America and the broader AMER region, with the ability to build and deepen relationships with partners like Accenture, TCS, Capgemini, Deloitte, and other major GSIs to co-create joint offerings and go-to-market motions.
  • Demonstrated ability to engage and influence senior stakeholders at both partners and customers, bringing strong executive presence, negotiation skills, and a focus on driving mutual business outcomes.
  • Excellent communication, presentation, and writing skills, and a collaborative working style that enables you to partner effectively with field sales, alliances, marketing, and technical teams across regions and time zones.
  • Strength in managing a partner-focused book of business, including forecasting, pipeline inspection, and reporting on key partner performance indicators, with proficiency in Salesforce and similar tools to manage accounts and opportunities.
  • Comfort working in an all-remote, asynchronous, values-driven environment as a self-directed “manager of one,” with the ability to break work into clear milestones, collaborate across distributed teams, travel within the AMER region as needed for partner, customer, and GitLab events, and co-create the future of our Ecosystem organization as we scale our GSI partnerships.
  • Fluency in English, with additional Spanish or other regional language skills in the AMER region considered a plus but not required.
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
B2B software salesDevSecOpsapplication lifecycle managementaccount mappinggo-to-market strategiessolution positioningpipeline managementforecastingperformance reporting
Soft skills
executive presencenegotiation skillscommunication skillspresentation skillswriting skillscollaborative working stylerelationship buildinginfluencing skillsself-directed