Ecosystem Sales Manager

Remote, Canada; Remote, US

An overview of this role

As an 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 AMER 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 AMER 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 AMER, 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 AMER 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...