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GitLab is seeking an Ecosystem Sales Manager for the EMEA region to drive partner-sourced pipeline generation and scale GitLab's growth through its emerging partner ecosystem. Based in the UK (London or Dublin), you will own programmatic partner engagement across your territory, transforming partners into a consistent, scalable source of new customers.
Key responsibilities include:
- 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
Required experience:
- Background in B2B 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
- Ability to design, execute, and improve scalable demand generation approaches, including one-to-many partner engagement and event-driven campaigns
- Proficiency with Salesforce and sales development or marketing automation tools
- Strong analytical skills to interpret campaign results and partner activation metrics
- Excellent written and verbal communication skills and ability to collaborate cross-functionally
- Fluency in English; German, French, or Spanish language skills are a strong plus
- Interest in GitLab, open source software, and modern software development practices
GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. The company has more than 50 million registered users and more than 50% of the Fortune 100 trust GitLab.
