Scale Ecosystem Sales Manager - EMEA

About GitLab

GitLab is a comprehensive DevSecOps orchestration platform designed to boost developer productivity, enhance operational workflows, minimize security and compliance risks, and speed up digital transformation processes. Trusted by over 50 million registered users and half of the Fortune 100 companies, GitLab helps deliver secure, high-quality software faster. Our organizational culture embraces AI integration in daily activities to multiply productivity and foster innovation, alongside a high-performance environment driven by core values and collaboration.

Role Overview

As the Scale Ecosystem Sales Manager for the EMEA region, you will play a pivotal role in expanding GitLab's growth by transforming our emerging partner ecosystem into a reliable and scalable channel for customer acquisition. This position, based likely in the UK or Dublin, emphasizes generating pipeline through repeatable, partner-led campaigns, methodical account mapping, and whitespace analysis. Collaboration with Scale Account Executives, Field Marketing teams, regional sales leaders, distributors, resellers, and hyperscalers like AWS and Google Cloud will be essential to integrate partners into sales efforts and speed up marketplace transactions.

Key Responsibilities

• Generate partner-sourced Scale pipeline through scalable partner programs, campaigns, and thorough account mapping.
• Work alongside Scale Account Executives, Field Marketing, and regional sales leaders to incorporate partners into territory planning and demand creation activities.
• Lead repeatable, partner-driven campaigns addressing regional territories with industry focus, account blitzes, and market-specific roadshows.
• Identify new opportunities via whitespace evaluation and account mapping with partners to broaden customer reach.
• Recruit, identify, and cultivate programmatic relationships with emerging partners, distributors, long-tail resellers, and hyperscalers like AWS and Google Cloud.
• Facilitate partner enablement and activation, including co-selling with hyperscalers and accelerating marketplace initiatives.
• Implement event-based partner engagement strategies encompassing pre-event alignment, lead capturing during events, and post-event pipeline conversion.
• Manage broad partner engagement through portals and automation, supplying weekly forecasts and reports tracking pipeline, campaign efficacy, and territory impact related to Scale growth objectives.

Essential Qualifications and Skills

• Background in B2B sales development, business development, or partner-driven pipeline generation, including partner recruitment.
• Knowledge of partner ecosystems and programmatic demand generation with distributors, resellers, and hyperscalers such as AWS and Google Cloud.
• Proven ability to create, execute, and optimize scalable demand generation techniques involving broad partner engagement and event campaigns.
• Experience with Salesforce and automated sales or marketing platforms to manage and analyze partner pipeline and campaign effectiveness.
• Strong analytical skills to interpret data regarding campaign results, partner activity, and territory impact, using insights to refine strategies.
• Excellent written and verbal communication skills, with the ability to collaborate effectively with sales and marketing teams.
• Fluency in English; proficiency in German, French, or Spanish is considered a significant asset for this EMEA-focused role.
• Interest in GitLab, open-source technologies, and modern software development methodologies, alongside willingness to travel and adaptability in a remote work culture.

Team Description

The Ecosystem Sales team is responsible for creating and expanding a partner network that fuels Scale growth by generating partner-sourced pipeline and acquiring new customers. The team is distributed and collaborates closely with multiple stakeholders asynchronously to ease partner engagement and customer growth.

Additional Details on Employee Support

• Comprehensive health, financial, and wellness benefits
• Flexible paid time off policies
• Supportive Team Member Resource Groups
• Equity compensation plans including Employee Stock Purchase Program
• Growth and Development Fund for personal advancement
• Parental leave benefits

Diversity and Inclusion

GitLab fosters an equal opportunity workplace, emphasizing merit-based recruitment and advancement across all employment practices, without discrimination on protected characteristics. The company actively encourages applications from diverse candidates and accommodates disabilities during recruitment.