Ecosystem Sales Manager, Mediterranean New Remote, France; Remote, Germany; Remo
GitLab Inc., New Bremen, Ohio, United States
Remote, France; Remote, Germany; Remote, Spain
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. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform , customers get AI benefits at every stage of the SDLC.
The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.
As a Value Ecosystem Sales Manager on GitLab's Ecosystem Sales team, you'll build and grow high-impact partnerships that expand GitLab's reach and accelerate revenue across the Mediterranean region. You'll own a portfolio of strategic partners end to end, working closely with System Integrators, Solution Providers, Managed Services Partners, Hyperscalers, and GitLab field sales to drive joint pipeline, close deals, and scale partner-led GitLab practices. You'll design and execute joint business plans, align on go-to-market motions, and use data to track performance so that each partnership delivers meaningful, measurable value. In this role, you'll help shape how GitLab shows up with and through partners in Mediterranean region while working in an all-remote, values-driven environment that gives you both autonomy and cross-functional support.
Some examples of our projects:
Building and executing joint business plans with strategic partners in Mediterranean region including account mapping, co-selling strategies, and governance models aligned to pipeline and revenue goals
Identifying and supporting regional partner-led demand generation programs, such as co-hosted events and campaigns with System Integrators, Managed Services Partners, and Hyperscalers (AWS & Google) to create and accelerate ecosystem-driven opportunities
What you\'ll do
Take full ownership of partner-led sales initiatives across your Mediterranean region (Greece, Israel, Turkey, Balkan) territory, creating detailed, strategic plans with partners that align to GitLab pipeline and revenue goals. Build, maintain, and grow strong relationships with strategic ecosystem partners, including system integrators, solution providers, managed services partners, and hyperscalers such as AWS and Google, to expand GitLab’s reach and influence in the market. Design and execute comprehensive joint business plans with partners, including account mapping, go-to-market strategies, and governance models that drive consistent pipeline creation and revenue generation. Proactively engage and coordinate with GitLab Account Executives (AEs), Area Sales Managers (ASMs), and regional sales leaders to integrate partners into the full sales cycle, from opportunity identification through post-sales expansion. Analyze and report on partner performance and ecosystem pipeline, providing clear forecasts, insights, and recommendations to internal stakeholders, and contributing to quarterly business reviews and annual planning. Identify and support regional-specific demand generation and pipeline-building activities with partners, including co-selling, co-marketing, and cloud-focused motions that accelerate customer adoption of GitLab. Coordinate and facilitate the involvement of GitLab team members, including sales leadership, customer success, and support, to ensure partner initiatives meet sales targets and ecosystem objectives. Build, document, and continuously improve processes and best practices for working with ecosystem partners so that partner engagements are scalable, repeatable, and aligned across the broader GitLab partner organization. What you\'ll bring
Experience in B2B technology sales through strategic partners (such as System Integrators, Solution Providers, Managed Services Partners, and hyperscalers), ideally focused on software development tools and/or application lifecycle management solutions. Demonstrated ability to drive partner-led pipeline and revenue by building and executing joint go-to-market plans, partner account mapping, and co-selling motions that grow a partner’s overall practice. Strong understanding of the partner ecosystem and cloud market in the Mediterranean region region, with the ability to act as a trusted advisor to strategic partners and GitLab field sales teams. Experience selling open source or similar technical solutions in complex B2B sales cycles involving both technical and business stakeholders. Data-driven working style, using performance metrics and tools such as Salesforce (or similar) to forecast and track partner-sourced and partner-influenced pipeline, and to communicate impact to regional and executive stakeholders. Excellent interpersonal and communication skills, with the ability to build, maintain, and grow trusted relationships across partner organizations and GitLab’s internal teams, present to senior audiences, and lead QBRs and planning sessions. Fluent English (any other local language like Hebrew, Turkish, Greek or Serbian would be a big plus) communication skills, with excellent written and verbal abilities to present to senior stakeholders, prepare clear territory and partner plans, and communicate updates across cross-functional teams. Strong project and program management skills and comfort working in an all-remote, asynchronous environment; able to coordinate multiple partner and internal stakeholders, manage joint plans, and operate as a self-directed "manager of one" with minimal oversight. Willingness and ability to travel within the Mediterranean regionregion as needed (up to approximately 50%), along with alignment to GitLab's values and an interest in co-creating the future of our Ecosystem Sales organization as it scales. About the team
The Ecosystem Sales team is a collaborative, cross-functional partner to Sales and Alliances, focused on driving pipeline and revenue through our ecosystem of System Integrators, Solution Providers, Managed Services Partners, and Hyperscalers in the Mediterranean region region. You\'ll join a fully remote, globally distributed team that works asynchronously with account executives, area sales managers, regional sales leaders, partner marketing, ecosystem leadership, and partner organizations to design and execute joint business plans and go-to-market strategies, coordinate regional demand generation with partners, orchestrate partner-involved sales motions, integrate partners throughout the customer lifecycle, and share best practices that can scale across GitLab. We are currently focused on deepening engagement with priority partners, building and iterating joint sales plays and demand generation programs, improving partner-sourced and partner-influenced pipeline through clear measurement and reporting, and helping sales and ecosystem leaders clearly understand and communicate the impact of partner investments in the region. Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you\'re excited about this role, please apply and allow our recruiters to assess your application. Country Hiring Guidelines:
GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. 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 (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See alsoGitLab’s EEO Policy andEEO is the Law . If you have a disability or special need that requiresaccommodation , please let us know during therecruiting process . Apply for this job
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For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file. As set forth in GitLab’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law. If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows: A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability. A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran\'s discharge or release from active duty in the U.S. military, ground, naval, or air service. An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense. An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985. Select... Voluntary Self-Identification of Disability
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Take full ownership of partner-led sales initiatives across your Mediterranean region (Greece, Israel, Turkey, Balkan) territory, creating detailed, strategic plans with partners that align to GitLab pipeline and revenue goals. Build, maintain, and grow strong relationships with strategic ecosystem partners, including system integrators, solution providers, managed services partners, and hyperscalers such as AWS and Google, to expand GitLab’s reach and influence in the market. Design and execute comprehensive joint business plans with partners, including account mapping, go-to-market strategies, and governance models that drive consistent pipeline creation and revenue generation. Proactively engage and coordinate with GitLab Account Executives (AEs), Area Sales Managers (ASMs), and regional sales leaders to integrate partners into the full sales cycle, from opportunity identification through post-sales expansion. Analyze and report on partner performance and ecosystem pipeline, providing clear forecasts, insights, and recommendations to internal stakeholders, and contributing to quarterly business reviews and annual planning. Identify and support regional-specific demand generation and pipeline-building activities with partners, including co-selling, co-marketing, and cloud-focused motions that accelerate customer adoption of GitLab. Coordinate and facilitate the involvement of GitLab team members, including sales leadership, customer success, and support, to ensure partner initiatives meet sales targets and ecosystem objectives. Build, document, and continuously improve processes and best practices for working with ecosystem partners so that partner engagements are scalable, repeatable, and aligned across the broader GitLab partner organization. What you\'ll bring
Experience in B2B technology sales through strategic partners (such as System Integrators, Solution Providers, Managed Services Partners, and hyperscalers), ideally focused on software development tools and/or application lifecycle management solutions. Demonstrated ability to drive partner-led pipeline and revenue by building and executing joint go-to-market plans, partner account mapping, and co-selling motions that grow a partner’s overall practice. Strong understanding of the partner ecosystem and cloud market in the Mediterranean region region, with the ability to act as a trusted advisor to strategic partners and GitLab field sales teams. Experience selling open source or similar technical solutions in complex B2B sales cycles involving both technical and business stakeholders. Data-driven working style, using performance metrics and tools such as Salesforce (or similar) to forecast and track partner-sourced and partner-influenced pipeline, and to communicate impact to regional and executive stakeholders. Excellent interpersonal and communication skills, with the ability to build, maintain, and grow trusted relationships across partner organizations and GitLab’s internal teams, present to senior audiences, and lead QBRs and planning sessions. Fluent English (any other local language like Hebrew, Turkish, Greek or Serbian would be a big plus) communication skills, with excellent written and verbal abilities to present to senior stakeholders, prepare clear territory and partner plans, and communicate updates across cross-functional teams. Strong project and program management skills and comfort working in an all-remote, asynchronous environment; able to coordinate multiple partner and internal stakeholders, manage joint plans, and operate as a self-directed "manager of one" with minimal oversight. Willingness and ability to travel within the Mediterranean regionregion as needed (up to approximately 50%), along with alignment to GitLab's values and an interest in co-creating the future of our Ecosystem Sales organization as it scales. About the team
The Ecosystem Sales team is a collaborative, cross-functional partner to Sales and Alliances, focused on driving pipeline and revenue through our ecosystem of System Integrators, Solution Providers, Managed Services Partners, and Hyperscalers in the Mediterranean region region. You\'ll join a fully remote, globally distributed team that works asynchronously with account executives, area sales managers, regional sales leaders, partner marketing, ecosystem leadership, and partner organizations to design and execute joint business plans and go-to-market strategies, coordinate regional demand generation with partners, orchestrate partner-involved sales motions, integrate partners throughout the customer lifecycle, and share best practices that can scale across GitLab. We are currently focused on deepening engagement with priority partners, building and iterating joint sales plays and demand generation programs, improving partner-sourced and partner-influenced pipeline through clear measurement and reporting, and helping sales and ecosystem leaders clearly understand and communicate the impact of partner investments in the region. Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you\'re excited about this role, please apply and allow our recruiters to assess your application. Country Hiring Guidelines:
GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. 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 (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See alsoGitLab’s EEO Policy andEEO is the Law . If you have a disability or special need that requiresaccommodation , please let us know during therecruiting process . Apply for this job
* indicates a required field First Name * Last Name * Email * Phone Country Phone Location (City) * Resume/CV Enter manually Accepted file types: pdf, doc, docx, txt, rtf Enter manually Accepted file types: pdf, doc, docx, txt, rtf LinkedIn Profile What\'s the name you\'d prefer us to use throughout the interview process? Are you subject to any employment agreements and/or post-employment restrictions with your current employer or a past employer? * Select... It is important to us to create an accessible and inclusive interview experience. Please let us know if there are any adjustments we can make to assist you during the hiring and interview process. What is your current country of residence? * Select... Will you now or in the future require sponsorship for a visa to remain in your current location? * Select... Voluntary Self-Identification
For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file. As set forth in GitLab’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law. If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows: A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability. A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran\'s discharge or release from active duty in the U.S. military, ground, naval, or air service. An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense. An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985. Select... Voluntary Self-Identification of Disability
Form CC-305 Page 1 of 1 OMB Control Number 1250-0005 Expires 04/30/2026 Voluntary Self-Identification of Disability Form CC-305 Page 1 of 1 OMB Control Number 1250-0005 Expires 04/30/2026 Why are you being asked to complete this form?
We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years. Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp . How do you know if you have a disability?
A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability.
Disabilities include, for example, but are not limited to: Alcohol or other substance use disorder (not currently using drugs illegally) Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS Blind or low vision Cancer (past or present) Cardiovascular or heart disease Celiac disease Cerebral palsy Deaf or serious difficulty hearing Diabetes Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders Epilepsy or other seizure disorder Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome Intellectual or developmental disability Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD Missing limbs or partially missing limbs Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS) Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities Partial or complete paralysis (any cause) Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema Short stature (dwarfism) Traumatic brain injury Disability Status Select... PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.
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