Ecosystem Sales Manager: Scale

Job description

About this role

An overview of this role As a Scale Ecosystem Sales Manager - Europe, Middle East, and Africa (EMEA), you'll help fuel GitLab's growth by turning our emerging partner ecosystem into a consistent, scalable source of new customers. Based in the UK, with Dublin also considered, you'll focus on partner-sourced Scale pipeline generation through repeatable partner-led campaigns, systematic account mapping, and whitespace analysis. You'll work with Scale Account Executives, Field Marketing, regional sales leadership, distributors, long-tail resellers, and hyperscalers such as Amazon Web Services (AWS) and Google Cloud to integrate partners throughout the sales cycle and accelerate marketplace transactions. You'll own programmatic partner engagement across your territory, from identifying and recruiting partners to enabling and activating them at scale. Your work will support GitLab's Scale growth targets by building a measurable, partner-led demand engine through event strategies, one-to-many campaigns, partner portals, and automated systems. You'll also contribute to business planning, pipeline forecasting, and clear reporting on partner impact.

Responsibilities

• 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 against regional Scale growth targets.

Qualifications and requirements

• Experience in business-to-business 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 such as AWS and Google Cloud.
• Ability to design, execute, and improve scalable demand generation approaches, including one-to-many partner engagement and event-driven campaigns.
• Experience using Salesforce and sales development or marketing automation tools to manage, forecast, and report on partner-sourced pipeline and campaign performance.
• Analytical skills to interpret campaign results, partner activation metrics, and territory impact, then turn those insights into clear plans.
• Clear written and verbal communication skills and the ability to collaborate with account executives, Field Marketing, and regional sales leadership.
• Fluency in English. German, French, or Spanish language skills are a strong plus for this EMEA-wide role.
• Interest in GitLab, open source software, and modern software development practices, with openness to travel and to applying transferable experience from sales, partnerships, or digital marketing in a remote, results-focused environment.