Enablement Specialist, Ecosystem - Job Description

Location: Remote, US

Overview:

• Role critical in accelerating productivity and impact of GitLab's partner network and internal teams.
• Intersection of Sales, Marketing, Product, and Ecosystem.
• Responsible for building connective tissue to help partners understand, position, and sell GitLab's AI-powered DevSecOps platform.
• Reports into the broader go-to-market organization.
• Design, implement, and scale global enablement programs for Ecosystem Managers and external partners.
• Define and operationalize enablement roadmap for ecosystem partners.
• Build onboarding and training experience.
• Establish measurable outcomes linking enablement to revenue, marketplace growth, co-sell performance.

Key Projects Examples:

• Design and rollout global partner onboarding journey to reduce time-to-revenue.
• Build playbooks, trainings, workshops enabling Ecosystem Managers and partners to execute sales motions and co-sell with hyperscalers.

Responsibilities:

• Lead design, implementation, optimization of global enablement programs for Ecosystem Managers (ESMs) and partners.
• Collaborate with sales leadership, partner programs, marketing, solution architects, field enablement, product teams to align enablement with go-to-market priorities.
• Define, track, report KPIs connecting enablement to partner productivity, revenue sourced/influenced, marketplace growth, co-sell performance.
• Build relationships with internal stakeholders and priority partners; identify skill gaps; create tailored enablement plans.
• Own end-to-end partner enablement lifecycle: onboarding design/delivery through ongoing training/coaching/certification.
• Create/curate enablement assets: playbooks, pitch decks, e-learnings, technical guides; ensure discoverability and updates across platforms.
• Manage enablement requests supporting strategic accounts,new routes to market,key launches with clear intake/prioritization/communication processes.
• Establish feedback loops,data-driven reviews to improve content/training/delivery based on partner insights & market needs.

Qualifications:

• Deep experience designing/scaling enablement programs for partners or partner-facing teams in enterprise tech or SaaS (ISVs,SIs/VARs/cloud ecosystems).
• Ability to navigate/influence complex matrixed organizations balancing sales/partner sales/marketing/product/executive needs in a changing environment.
• Proven leadership skills as senior individual contributor; lead cross-functional initiatives; guide Ecosystem Managers/partners through change without direct line management.
• Strong understanding of partner business models (co-sell,sell-through/referrals/marketplaces) & impact of enablement on productivity/revenue/go-to-market motions.
• Effective communication/interpersonal skills for building trusted relationships internally & externally; comfortable facilitating trainings/workshops/executive conversations.
• Ability to work autonomously/asynchronously in fully remote environment aligned with shared goals/processes/priorities across GitLab/Ecosystem teams.
• Familiarity measuring commercial impact of enablement programs including activation/time-to-revenue/pipeline growth/marketplace growth/performance metrics.

Team:

• The Ecosystem team supports partners & internal teams to build scalable revenue together via strategic relationships with ISVs/SIs/VARs/hyperscalers.
• Focus on joint solutions/co-sell motions/market expansion.
• Distributed globally; operate asynchronously supporting partner growth/go-to-market activities.
• Emphasis on impactful enablement programs/open communication/adaptation to scaling ecosystem needs.

Salary Range (US only):

$81,200 - $174,000 USD

Additional Benefits:

• Health/financial/well-being support
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth & Development Fund
• Parental leave
• Home office support

Note: Candidates with varying experience levels encouraged to apply.