Ecosystem Sales Manager - Scale - AMER

Git Lab is an open-core software company that develops the most comprehensive AI-powered Dev Sec Ops  Platform , used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development.

Thanks to products like Duo Enterprise and Duo Agent Platform , customers get AI benefits at every stage of the SDLC.

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. Git Lab 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.

As a Scale Ecosystem Sales Manager - AMER, you'll fuel Git Lab's growth by turning our emerging partner ecosystem into a consistent, scalable source of new customers. You'll focus on partner-sourced Scale pipeline generation, designing and running repeatable partner-led campaigns, systematic account mapping, and whitespace analysis that surface new logo opportunities for Git Lab. In this role, you'll work closely with Scale Account Executives, Field Marketing, regional sales leadership, and partners such as distributors, longtail resellers, and hyperscalers like AWS and Google Cloud to integrate partners throughout the sales cycle and accelerate marketplace transactions.

You'll own programmatic partner engagement across your territory, from partner enablement and activation at scale to event-driven strategies and 1:many campaigns via partner portals and automated systems. Your work will directly support Git Lab's Scale growth targets by building a measurable, partner-led demand engine. Along the way, you'll deepen your experience in partner ecosystem management, digital marketing-driven demand generation, and modern sales development methodologies, while contributing to business planning, pipeline forecasting, and clear reporting on partner impact.

• Drive partner-sourced Scale pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives.
• Collaborate with Scale Account Executives, Field Marketing, and regional sales leaders to integrate partners into territory planning and demand generation activities.
• Execute repeatable partner-led Scale 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 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.

• 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 Git Lab, open source software, and…