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Ecosystem Sales Manager – First Order
Location
United States
Posted
148 days ago
Salary
$97.9K - $172.8K / year
Seniority
Senior
Job Description
Ecosystem Sales Manager – First Order
GitLab
• Drive partner-sourced First Order pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives. • Collaborate with First Order Account Executives, Field Marketing, and regional sales leaders to integrate partners into territory planning and demand generation activities. • Execute repeatable partner-led First Order 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, with a focus on new customer acquisition and marketplace transactions. • Support partner enablement and activation programs to scale First Order contribution across multiple partners, including hyperscaler co-sell and marketplace acceleration initiatives. • Execute event-driven partner strategies, including partner alignment before events, lead capture during events, and pipeline conversion optimization after events. • Manage one-to-many partner engagement through partner portals and automated systems, providing weekly pipeline forecasts, partner-sourced opportunity reports, and clear insights into campaign performance and territory impact.
Job Requirements
- Experience in sales development, business development, or partner-driven pipeline generation in a B2B environment.
- Practical familiarity with partner ecosystems, including programmatic partner engagement and demand generation with distributors, longtail partners, and hyperscalers such as AWS and Google Cloud.
- Ability to design, execute, and optimize scalable, campaign-driven approaches to demand generation, including 1:many partner engagement and event-driven campaigns.
- Experience using Salesforce and modern sales development or marketing automation tools to manage, forecast, and report on partner-sourced pipeline and campaign performance.
- Strong analytical skills to interpret campaign results, partner activation metrics, and territory impact, and translate insights into actionable plans.
- Effective written and verbal communication skills, with a focus on clear, repeatable messaging and collaboration with account executives, field marketing, and regional sales leadership.
- Interest in GitLab, open source software, and modern software development practices, with the ability to learn and use GitLab and related tools.
Benefits
- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental leave
- Home office support
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