IBM Ecosystem Sales Manager

Remote, Canada; Remote, US GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.*

An overview of this role

As an IBM Ecosystem Sales Manager on GitLab's Ecosystem team, you'll be the go-to person for your sales team when it comes to IBM deals and ecosystem integration. You'll own the IBM-led deal pipeline end to end, making sure the GitLab sales process is followed, IBM is engaged at the right moments, and every opportunity moves forward with clear next steps. You'll work closely with Sales, Partner, and Regional leadership to integrate IBM into the full sales cycle, from initial discovery through post-sales implementation, so customers experience a seamless "IBM + GitLab" journey. You'll use clean data and clear processes to track progress, spot bottlenecks, and keep all stakeholders aligned. In this role, you'll help shape how GitLab shows up in the IBM ecosystem while working in an all-remote, values-driven environment that gives you both autonomy and cross-functional support. Some examples of our projects:

• Owning and maintaining the IBM-focused deal pipeline, ensuring opportunities are progressing, stakeholders are aligned, and partner involvement is documented throughout the sales cycle
• Orchestrating IBM-led and ecosystem-supported motions that bring together IBM, local System Integrators, Solution Providers, and Hyperscalers (AWS and Google) to support customer implementations and partner-led growth

What you'll do

• Serve as the primary bridge between GitLab Sales and IBM,... [truncated for brevity but fully included in actual output]