GitLab
Scale Ecosystem Sales Manager, EMEA
GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. We embrace AI as a core productivity multiplier and expect all team members to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. What You’ll Do
Drive partner-sourced first‑order pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives. Collaborate extensively with First Order Account Executives, Field Marketing, and the emerging partner ecosystem to secure new logo acquisition. Execute repeatable partner‑led first‑order campaigns aligned to regional territory, including industry plays, account blitzes, and market‑specific roadshows. Drive whitespace identification and account mapping to surface new logo opportunities through partner networks and systematic territory analysis. Build and maintain programmatic relationships with emerging partners, distributors, long‑tail partner ecosystem, and hyperscaler partners (AWS, Google Cloud). Proactively engage with AEs, Field Marketing, and regional sales leadership to integrate partner plans in territory and demand generation activities. Support partner enablement and activation programs designed to scale first‑order contribution across multiple partners simultaneously, including hyperscaler co‑sell and marketplace acceleration initiatives. Execute event‑driven partner strategies, including partner alignment, lead capture, and pipeline conversion optimization. Design and implement 1‑to‑many partner engagement campaigns via partner portals and automated systems. Contribute to quarterly first‑order business planning and partner pipeline forecasting within assigned territory. Provide weekly pipeline forecasts and partner‑sourced opportunity reports. Prepare campaign performance reports, partner activation metrics, and territory impact analysis as required. What You’ll Bring
Experience in sales development, business development, or partner‑driven pipeline generation roles. 2‑4 years in B2B sales development, partner enablement, or digital marketing fields. Strong aptitude for systematic, campaign‑driven demand generation. Experience with partner ecosystem management and programmatic partner engagement. Background in software development tools and/or application lifecycle management solutions. Experience with B2B sales development and lead qualification processes. Interest in GitLab, open source software, and modern development practices. Effective written and verbal communication skills with focus on scalable, repeatable messaging. Strong analytical skills and ability to measure campaign performance and partner impact. Results‑oriented perspective with focus on measurable first‑order contribution. Ability to travel up to 20% for partner events, campaigns, and field collaboration activities. How GitLab Will Support You
Benefits to support your health, finances, and well‑being. Flexible Paid Time Off. Team Member Resource Groups. Equity Compensation & Employee Stock Purchase Plan. Growth and Development Fund. Parental leave. Home office support. GitLab is proud to be an equal‑opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex, national origin, age, citizenship, marital status, mental or physical disability, genetic information, military discharge status, protected veteran status, or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. Violation of any part of this policy is a serious offense that may lead to a disciplinary action up to and including resigning or termination of employment. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process. Please review our Recruitment Privacy Policy. Your privacy is important to us.
#J-18808-Ljbffr
GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. We embrace AI as a core productivity multiplier and expect all team members to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. What You’ll Do
Drive partner-sourced first‑order pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives. Collaborate extensively with First Order Account Executives, Field Marketing, and the emerging partner ecosystem to secure new logo acquisition. Execute repeatable partner‑led first‑order campaigns aligned to regional territory, including industry plays, account blitzes, and market‑specific roadshows. Drive whitespace identification and account mapping to surface new logo opportunities through partner networks and systematic territory analysis. Build and maintain programmatic relationships with emerging partners, distributors, long‑tail partner ecosystem, and hyperscaler partners (AWS, Google Cloud). Proactively engage with AEs, Field Marketing, and regional sales leadership to integrate partner plans in territory and demand generation activities. Support partner enablement and activation programs designed to scale first‑order contribution across multiple partners simultaneously, including hyperscaler co‑sell and marketplace acceleration initiatives. Execute event‑driven partner strategies, including partner alignment, lead capture, and pipeline conversion optimization. Design and implement 1‑to‑many partner engagement campaigns via partner portals and automated systems. Contribute to quarterly first‑order business planning and partner pipeline forecasting within assigned territory. Provide weekly pipeline forecasts and partner‑sourced opportunity reports. Prepare campaign performance reports, partner activation metrics, and territory impact analysis as required. What You’ll Bring
Experience in sales development, business development, or partner‑driven pipeline generation roles. 2‑4 years in B2B sales development, partner enablement, or digital marketing fields. Strong aptitude for systematic, campaign‑driven demand generation. Experience with partner ecosystem management and programmatic partner engagement. Background in software development tools and/or application lifecycle management solutions. Experience with B2B sales development and lead qualification processes. Interest in GitLab, open source software, and modern development practices. Effective written and verbal communication skills with focus on scalable, repeatable messaging. Strong analytical skills and ability to measure campaign performance and partner impact. Results‑oriented perspective with focus on measurable first‑order contribution. Ability to travel up to 20% for partner events, campaigns, and field collaboration activities. How GitLab Will Support You
Benefits to support your health, finances, and well‑being. Flexible Paid Time Off. Team Member Resource Groups. Equity Compensation & Employee Stock Purchase Plan. Growth and Development Fund. Parental leave. Home office support. GitLab is proud to be an equal‑opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex, national origin, age, citizenship, marital status, mental or physical disability, genetic information, military discharge status, protected veteran status, or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. Violation of any part of this policy is a serious offense that may lead to a disciplinary action up to and including resigning or termination of employment. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process. Please review our Recruitment Privacy Policy. Your privacy is important to us.
#J-18808-Ljbffr