Ecosystem Sales Manager

Responsibilities

• Drive partner-sourced Scale pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives.
• Collaborate with Scale Account Executives, Field Marketing, and regional sales leaders to integrate partners into territory planning and demand generation activities.
• Execute repeatable partner-led Scale campaigns aligned to regional territories, including industry plays, account blitzes, and market-specific roadshows.
• Identify whitespace and conduct detailed account mapping with partners to surface new logo opportunities and expand First Order reach.
• Build and maintain programmatic relationships with emerging partners, distributors, longtail partners, and hyperscaler partners such as Amazon Web Services (AWS) and Google Cloud, focusing on new customer acquisition and marketplace transactions.
• Support partner enablement and activation programs, 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 optimization afterward.
• Manage one-to-many partner engagement through partner portals and automated systems.
• Provide weekly pipeline forecasts, partner-sourced opportunity reports, and insights into campaign performance and territory impact.

Requirements

• Experience in sales development, business development, or partner-driven pipeline generation in a B2B environment.
• Familiarity with partner ecosystems, including programmatic partner engagement and demand generation with distributors, longtail partners, and hyperscalers such as AWS and Google Cloud.
• Ability to design, execute, and optimize scalable, campaign-driven demand-generation approaches, including one-to-many partner engagement and event-driven campaigns.
• Experience using Salesforce and modern sales development or marketing automation tools to manage, forecast, and report on partner-sourced pipeline and campaign performance.
• Strong analytical skills for interpreting campaign results, partner activation metrics, and territory impact and translating insights into actionable plans.
• Effective written and verbal communication skills, with a focus on clear, repeatable messaging and collaboration with account executives, field marketing, and regional sales leadership.
• Interest in GitLab, open-source software, and modern software development practices, with the ability to learn and use GitLab and related tools.
• Willingness to travel for partner events and field collaboration.

Benefits and Compensation

• Flexible paid time off
• Team member resource groups
• Equity compensation and employee stock purchase plan
• Growth and development fund
• Parental leave
• Home office support