Ecosystem Sales Manager, Carahsoft

What you'll do

• Develop and execute a channel strategy focused on federal, state, local, and education markets.
• Manage GitLab's Carahsoft partnership with a focus on partner-sourced pipeline, new customer acquisition, marketplace transactions, and renewals.
• Use knowledge of government contract vehicles (GSA schedules, SEWP, NASPO agreements) to support public sector opportunities.
• Own revenue outcomes while collaborating with Account Executives, Field Marketing, regional sales leaders, and cross-functional partners.
• Apply understanding of government procurement requirements and compliance in partner-led sales motions.
• Drive partner-sourced Scale pipeline through scalable partner programs, campaigns, and systematic account mapping.
• Integrate partners into territory planning and demand generation with Account Executives, Field Marketing, and regional sales leaders.
• Execute repeatable Carahsoft-led Scale campaigns including industry plays, account blitzes, and market-specific roadshows.
• Identify whitespace and conduct detailed account mapping with partners to surface new logo opportunities.
• Support Carahsoft enablement and activation programs, including hyperscaler co-sell and marketplace acceleration.
• Execute event-driven distributor strategies: partner alignment, lead capture, and pipeline conversion.
• Build relationships to navigate partner-led deals and close opportunities.
• Manage one-to-many partner engagement via portals and automated systems; provide weekly pipeline forecasts, reports, and campaign insights.

What you'll bring

• Experience in sales development, business development, channel sales, or partner-driven pipeline generation in B2B.
• Experience working with US public sector channel strategy across federal, state, local, or education markets.
• Practical knowledge of government procurement and contract vehicles (GSA, SEWP, NASPO).
• Familiarity with partner ecosystems, programmatic engagement, and demand generation with distributors, long-tail partners, and hyperscalers (AWS, Google Cloud).
• Ability to design, execute, and improve scalable campaign-driven demand generation, including one-to-many and event-driven campaigns.
• Experience using Salesforce and modern sales development or marketing automation tools for forecasting and reporting.
• Strong analytical skills to interpret campaign results, partner metrics, and territory impact.
• Effective written and verbal communication skills, focused on repeatable messaging and collaboration.
• Interest in GitLab, open source software, and modern software development practices; ability to learn and use GitLab tools.
• Openness to travel for partner events and field collaboration in a remote environment.

How GitLab will support you

• Benefits to support your health, finances, and well-being.
• All-remote, asynchronous work environment.
• Flexible paid time off.
• Team Member Resource Groups.
• Equity compensation and Employee Stock Purchase Plan.
• Growth and development support.
• Parental leave.
• Home office support.