Ecosystem Sales Manager - First Order - AMER

GitLab

5h•Remote

About The Position

As a First Order - Ecosystem Sales Manager - AMER, you'll fuel GitLab's growth by turning our emerging partner ecosystem into a consistent, scalable source of new customers. You'll focus on partner-sourced First Order pipeline generation, designing and running repeatable partner-led campaigns, systematic account mapping, and whitespace analysis that surface new logo opportunities for GitLab. In this role, you'll work closely with First Order Account Executives, Field Marketing, regional sales leadership, and partners such as distributors, longtail resellers, and hyperscalers like 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 partner enablement and activation at scale to event-driven strategies and 1:many campaigns via partner portals and automated systems. Your work will directly support GitLab's First Order growth targets by building a measurable, partner-led demand engine. Along the way, you'll deepen your experience in partner ecosystem management, digital marketing-driven demand generation, and modern sales development methodologies, while contributing to business planning, pipeline forecasting, and clear reporting on partner impact. The Ecosystem Sales team focuses on building and scaling a high-impact partner network that drives First Order growth through partner-sourced pipeline and new logo acquisition. As a First Order - Ecosystem Sales Manager - AMER, you'll work as part of a distributed team that partners closely with First Order Account Executives, Field Marketing, regional sales leadership, and an emerging ecosystem of distributors, longtail partners, and hyperscalers. We collaborate asynchronously across regions to design and execute repeatable, campaign-driven motions, integrate partners into territory planning, and turn partner programs into measurable demand generation at scale. We are focused on expanding partner-sourced impact, improving systematic account mapping and whitespace identification, and building programmatic motions that make it easier for partners to acquire and grow new GitLab customers.

Requirements

Experience in sales development, business development, or partner-driven pipeline generation in a B2B environment.
Practical 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 approaches to demand generation, including 1: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 to interpret campaign results, partner activation metrics, and territory impact, and translate 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.

Responsibilities

Drive partner-sourced First Order pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives.
Collaborate with First Order Account Executives, Field Marketing, and regional sales leaders to integrate partners into territory planning and demand generation activities.
Execute repeatable partner-led First Order 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, with a focus on new customer acquisition and marketplace transactions.
Support partner enablement and activation programs to scale First Order contribution across multiple partners, 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 after events.
Manage one-to-many partner engagement through partner portals and automated systems, providing weekly pipeline forecasts, partner-sourced opportunity reports, and clear insights into campaign performance and territory impact.