Scale Ecosystem Sales Manager, EMEA

Responsibilities

Interaction: Collaborate extensively with First Order Account Executives, Field Marketing, and emerging partner ecosystem to drive measurable new logo acquisition. Impact: Direct contribution to First Order growth targets through partner-led demand generation and pipeline sourcing activities. Execute repeatable partner-led First Order campaigns aligned to regional Account Executive territories, including industry plays, account blitzes, and market-specific roadshows. Drive whitespace identification and account mapping activities to surface new logo opportunities through partner networks and systematic territory analysis. Build and maintain programmatic relationships with emerging partners, distributors, longtail partner ecosystem, and hyperscaler partners (AWS, Google Cloud) focused on new customer acquisition and marketplace transactions. Proactively engage with GitLab First Order AEs, Field Marketing, and regional sales leadership to ensure partner integration in territory planning and demand generation activities. Support partner enablement and activation programs designed to scale First Order contribution across multiple partners simultaneously, including hyperscaler co-sell and marketplace acceleration initiatives. Execute event-driven partner strategies including partner alignment, lead capture, and pipeline conversion optimization. Design and implement 1:many partner engagement campaigns via partner portals and automated systems. Contribute to quarterly First Order business planning and partner pipeline forecasting within assigned territory. Provide weekly pipeline forecasts and partner-sourced opportunity reports. Prepare campaign performance reports, partner activation metrics, and territory impact analysis as required. Knowledge: Strong understanding of partner-led demand generation, digital marketing campaigns, and scalable sales development methodologies.

What you'll bring

Requirements

Ability to travel up to 20% for partner events, campaigns, and field collaboration activities and comply with the company's travel policy. How GitLab will support you

Benefits

Flexible Paid Time Off  Team Member Resource Groups Equity Compensation & Employee Stock Purchase Plan Growth and Development Fund Parental leave  Home office support

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

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