Ecosystem Sales Manager

🕒 July 15

🏛️ District of Columbia, Washington – Remote

🏛️ District of Columbia – Remote ☕ Washington – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤑 Sales

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GitLab

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2014

💼 Consulting

📣 Marketing

🤖 Artificial Intelligence

💰 Secondary Market on 2020-11

Consulting • Marketing • Artificial Intelligence

GitLab is the most comprehensive AI-powered DevSecOps platform, offering tools for automated software delivery, security, and compliance throughout the software development lifecycle. It provides solutions across areas such as AI-assisted development, continuous integration/continuous deployment (CI/CD), source code management, and vulnerability management. GitLab aims to simplify and accelerate software delivery by uniting development, security, and operations on a unified platform. It is particularly recognized for its AI code assistants and has been named a leader in the Gartner Magic Quadrant™ for DevOps Platforms, making it a preferred choice for many enterprises.

📋 Description

• Develop and execute a channel strategy focused on federal, state, local, and education markets. • Manage GitLab's Carahsoft partnership with a focus on partner-sourced pipeline, new customer acquisition, marketplace transactions, and renewals. • Use your knowledge of government contract vehicles, such as General Services Administration schedules, Solutions for Enterprise-Wide Procurement, and National Association of State Procurement Officials agreements, to support public sector opportunities. • Own revenue outcomes while collaborating with Account Executives, Field Marketing, regional sales leaders, and other cross-functional partners. • Apply an understanding of government procurement requirements and compliance considerations throughout partner-led sales motions. • Drive partner-sourced Scale pipeline through scalable partner programs, campaigns, and systematic account mapping initiatives. • Integrate partners into territory planning and demand generation activities with Account Executives, Field Marketing, and regional sales leaders. • Execute repeatable Carahsoft-led Scale campaigns aligned with regional territories, including industry plays, account blitzes, and market-specific roadshows. • Identify whitespace and conduct detailed account mapping with partners to surface new logo opportunities and expand First Order reach. • Support Carahsoft enablement and activation programs, including hyperscaler co-sell and marketplace acceleration initiatives. • Execute event-driven distributor strategies, including partner alignment before events, lead capture during events, and pipeline conversion after events. • Build the relationships and practical knowledge needed to navigate partner-led deals and help move opportunities across the finish line. • Manage one-to-many partner engagement through partner portals and automated systems, providing weekly pipeline forecasts, partner-sourced opportunity reports, and clear insights into campaign performance and territory impact.

🎯 Requirements

• Experience in sales development, business development, channel sales, or partner-driven pipeline generation in a business-to-business environment. • Experience working with US public sector channel strategy across federal, state, local, or education markets. • Practical knowledge of government procurement and contract vehicles, such as General Services Administration schedules, Solutions for Enterprise-Wide Procurement, and National Association of State Procurement Officials agreements. • Familiarity with partner ecosystems, including programmatic engagement and demand generation with distributors, long-tail partners, and hyperscalers such as Amazon Web Services and Google Cloud. • Ability to design, execute, and improve scalable, campaign-driven demand generation, including one-to-many partner engagement and event-driven campaigns. • Experience using Salesforce and modern sales development or marketing automation tools to manage, forecast, and report on partner-sourced pipeline and campaign performance. • Strong analytical skills to interpret campaign results, partner activation metrics, and territory impact, then turn those insights into clear plans. • Effective written and verbal communication skills, with a focus on repeatable messaging and collaboration with Account Executives, Field Marketing, and regional sales leadership. • Interest in GitLab, open source software, and modern software development practices, with the ability to learn and use GitLab and related tools. • Openness to travel for partner events and field collaboration and to apply transferable skills from related sales, partner, or digital marketing roles in a remote, results-focused environment.

🏖️ Benefits

• Benefits to support your health, finances, and well-being • An all-remote, asynchronous work environment • Flexible paid time off • Team Member Resource Groups • Equity compensation and an Employee Stock Purchase Plan • Growth and development support • Parental leave • Home office support