# Ecosystem Sales Manager: Scale

**Company:** [GitLab](https://hotfix.jobs/companies/gitlab)
**Location:** Remote
**Role:** Business Development
**Skills:** Salesforce, AWS, GCP, Sales Development, Partner Ecosystems, Demand Generation, Pipeline Forecasting, Marketing Automation, Account Mapping, Event Strategy
**Posted:** 2026-07-30

> Scale Ecosystem Sales Manager responsible for generating partner-sourced pipeline through scalable campaigns, account mapping, partner recruitment, and activation with distributors, resellers, and hyperscalers like AWS and Google Cloud to drive GitLab's growth in EMEA.

## Job Description

## What you’ll do

- 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.

## What you’ll bring

- 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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