Ecosystem Sales Manager: Scale

Навыки

• AWS
• Коммуникация
• DevSecOps
• Google Cloud
• Лидерство
• Programmatic / DSP
• Salesforce

О компании и продукте

• As a Scale Ecosystem Sales Manager - Europe, Middle East, and Africa (EMEA), you'll help fuel GitLab's growth by turning our emerging partner ecosystem into a consistent, scalable source of new customers. Based in the UK, with Dublin also considered, you'll focus on partner-sourced Scale pipeline generation through repeatable partner-led campaigns, systematic account mapping, and whitespace analysis. You'll work with Scale Account Executives, Field Marketing, regional sales leadership, distributors, long-tail resellers, and hyperscalers such as Amazon Web Services (AWS) and Google Cloud to integrate partners throughout the sales cycle and accelerate marketplace transactions.
• You'll own programmatic partner engagement across your territory, from identifying and recruiting partners to enabling and activating them at scale. Your work will support GitLab's Scale growth targets by building a measurable, partner-led demand engine through event strategies, one-to-many campaigns, partner portals, and automated systems. You'll also contribute to business planning, pipeline forecasting, and clear reporting on partner impact.
• The Ecosystem Sales team builds and scales a partner network that supports Scale growth through partner-sourced pipeline and new customer acquisition. You'll join a distributed team that works closely with Scale Account Executives, Field Marketing, regional sales leadership, distributors, long-tail resellers, and hyperscalers. We collaborate asynchronously across regions to make it easier for partners to acquire and grow GitLab customers.

Задачи

• Drive partner-sourced Scale pipeline generation through scalable partner programs, campaigns, and systematic account mapping
• Collaborate with Scale Account Executives, Field Marketing, and regional sales leaders to integrate partners into territory planning and demand generation
• Execute repeatable partner-led campaigns aligned with regional territories, including industry plays, account blitzes, and market-specific roadshows
• Identify whitespace and map accounts with partners to surface new customer opportunities and expand first-order reach
• Identify, recruit, and build programmatic relationships with emerging partners, distributors, long-tail resellers, and hyperscalers such as AWS and Google Cloud
• Support partner enablement and activation, including hyperscaler co-sell and marketplace acceleration initiatives
• Execute event-driven partner strategies, including partner alignment before events, lead capture during events, and pipeline conversion after events
• Manage one-to-many partner engagement through partner portals and automated systems, providing weekly forecasts and reports that track partner-sourced pipeline, campaign performance, and territory impact against regional Scale growth targets

Требования

• Experience in business-to-business sales development, business development, or partner-driven pipeline generation, including identifying and recruiting ecosystem partners
• Familiarity with partner ecosystems and programmatic demand generation involving distributors, long-tail resellers, and hyperscalers such as AWS and Google Cloud
• Ability to design, execute, and improve scalable demand generation approaches, including one-to-many partner engagement and event-driven campaigns
• Experience using Salesforce and sales development or marketing automation tools to manage, forecast, and report on partner-sourced pipeline and campaign performance
• Analytical skills to interpret campaign results, partner activation metrics, and territory impact, then turn those insights into clear plans
• Clear written and verbal communication skills and the ability to collaborate with account executives, Field Marketing, and regional sales leadership
• Fluency in English. German, French, or Spanish language skills are a strong plus for this EMEA-wide role
• Interest in GitLab, open source software, and modern software development practices, with openness to travel and to applying transferable experience from sales, partnerships, or digital marketing in a remote, results-focused environment

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