Ecosystems Sales Manager - Scale

## About the Role As an Ecosystems Sales Manager at Gitlab, you will be responsible for driving partner-sourced pipeline generation and managing the company's ecosystem of partners in the Indian market. This role will require you to work closely with the sales team, field marketing, and regional sales leaders to integrate partners into territory planning and demand generation activities. You will be expected to design and execute repeatable partner-led campaigns, systematic account mapping, and whitespace analysis to surface new logo opportunities for Gitlab.

The ideal candidate will have experience in managing partner relationships, driving sales growth, and working with cross-functional teams. You will be expected to be highly motivated, results-driven, and able to work in a fast-paced, remote environment.

## What You Will Do - Drive partner-sourced Scale pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives - Collaborate with Scale Account Executives, Field Marketing, and regional sales leaders to integrate partners into territory planning and demand generation activities - Execute repeatable partner-led Scale campaigns aligned to 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 - Build and maintain programmatic relationships with emerging partners, distributors, longtail partners, and hyperscaler partners such as Amazon Web Services (AWS) and Google Cloud - Support partner enablement and activation programs to scale contribution across multiple partners, including hyperscaler co-sell and marketplace acceleration initiatives - Work closely with the sales team to ensure seamless handoff of partner-sourced opportunities and provide ongoing support to ensure successful conversion - Develop and maintain a deep understanding of the Indian market, including key trends, competitors, and customer needs - Provide regular reporting and insights on partner performance, pipeline generation, and sales growth

## What We Are Looking For - 5+ years of experience in sales, partner management, or a related field - Proven track record of driving sales growth and managing partner relationships - Experience with Salesforce, Adjust, and other sales and marketing tools - Strong understanding of the Indian market, including key trends, competitors, and customer needs - Excellent communication and interpersonal skills, with the ability to work with cross-functional teams - Strong analytical and problem-solving skills, with the ability to provide data-driven insights - Ability to work in a fast-paced, remote environment and prioritize multiple tasks and projects - Strong business acumen, with the ability to understand and navigate complex sales and partner ecosystems

## Nice to Have - Experience working with hyperscaler partners such as AWS and Google Cloud - Knowledge of programmatic sales and marketing strategies - Experience with data analytics and visualization tools - Certification in sales, marketing, or a related field

## Benefits and Perks - Competitive salary and benefits package - Opportunity to work with a leading DevSecOps platform - Collaborative and dynamic work environment - Professional development and growth opportunities - Flexible working hours and remote work options - Access to cutting-edge sales and marketing tools and technologies - Recognition and rewards for outstanding performance

- Be prepared to showcase your expertise in programmatic sales and partner ecosystem management, as well as your ability to work in a fast-paced, remote environment.

• Highlight your experience working with cross-functional teams, including sales, marketing, and product development.
• Make sure to research Gitlab's values and mission, and be prepared to explain how your skills and experience align with the company's goals.
• Don't be afraid to ask questions during the interview process, such as what a typical day looks like in the role or what the biggest challenges are that the team is facing.
• Be prepared to provide specific examples of your accomplishments and how they can be applied to the role.
• Use tools like LinkedIn to research the company and the team you will be working with, and be prepared to talk about how you can contribute to the team's success.