# Ecosystem Sales Manager, Carahsoft

**Company:** [GitLab](https://hotfix.jobs/companies/gitlab)
**Location:** Remote
**Role:** Sales Engineering
**Skills:** Salesforce, AWS, GCP, channel strategy, Demand Generation, government procurement, gsa schedules, sewp, naspo, Partner Enablement, pipeline forecasting, account mapping
**Posted:** 2026-07-15

> Lead GitLab's Carahsoft partnership to generate partner-sourced pipeline and new logos in US public sector (federal, state, local, education) markets. Design and execute scalable campaigns, account mapping, enablement programs, and event strategies while collaborating with AEs, marketing, and sales leadership to drive revenue.

## Job Description

## 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.

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