Ecosystem Sales Manager
GitLab
full-time
Posted on:
Location Type: Remote
Location: France
Visit company websiteExplore more
Tech Stack
About the role
- Take full ownership of partner-led sales initiatives across your Mediterranean region (Greece, Israel, Turkey, Balkan) 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.
Requirements
- 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 Mediterranean region 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.
- Fluent English (any other local language like Hebrew, Turkish, Greek or Serbian would be a big plus) communication skills, with excellent written and verbal abilities to present to senior stakeholders, prepare clear territory and partner plans, and communicate updates across cross-functional teams.
- 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 Mediterranean regionregion 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.
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 & Tools
B2B technology salespartner-led pipeline generationgo-to-market strategiesaccount mappingco-sellingdata-driven decision makingperformance metricsopen source solutionsapplication lifecycle managementsales forecasting
Soft Skills
interpersonal skillscommunication skillsrelationship buildingproject managementprogram managementself-directedpresentation skillscollaborationtrust buildingstrategic planning