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GitLab is seeking an Ecosystem Sales Manager for the AMER region to drive partner-sourced pipeline generation and scale customer acquisition through the partner ecosystem. In this role, you will own programmatic partner engagement across your territory, designing and executing repeatable partner-led campaigns, conducting systematic account mapping and whitespace analysis, and building measurable demand generation initiatives.
Key responsibilities include collaborating with Scale Account Executives, Field Marketing, and regional sales leadership to integrate partners throughout the sales cycle; executing territory-aligned campaigns such as industry plays, account blitzes, and market-specific roadshows; identifying new logo opportunities through detailed account mapping with partners; and building relationships with distributors, longtail resellers, and hyperscalers like AWS and Google Cloud. You will manage one-to-many partner engagement through partner portals and automated systems, provide weekly pipeline forecasts and partner-sourced opportunity reports, and optimize event-driven partner strategies from pre-event alignment through post-event pipeline conversion.
You should bring 3+ years of experience in sales development, business development, or partner-driven pipeline generation in B2B environments. Practical familiarity with partner ecosystems—including programmatic engagement with distributors, longtail partners, and hyperscalers—is essential. You will need strong proficiency with Salesforce and modern sales development or marketing automation tools, analytical skills to interpret campaign performance and territory impact, and the ability to design scalable, campaign-driven demand generation approaches. Clear communication and collaboration skills are critical, as is genuine interest in GitLab, open source software, and modern software development practices.
