Ecosystem Sales Manager, MEA

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. A strong partner ecosystem is crucial in the success and growth of GitLab’s business. Partners are a strategic imperative for GitLab’s continued growth and market expansion. As customer requirements become more complex we need partners with capability and capacity to help customers implement, support and grow their usage of GitLab. We work closely with cross functional leadership to ensure partners are integrated throughout the sales cycle both pre and post sales. Partner Account Managers (Internal name is Ecosystem Sales Managers) are critical in recruiting and building relationships with partners. Partner Account Managers (Internal name is Ecosystem Sales Managers) also work with partners to establish and measure goals and performance including pipeline, revenue generation and growing their overall GitLab practice. All individual contributors are referred to as “Ecosystem Sales Managers” or “ESM” and share the same primary requirements, responsibilities, and performance indicators. What you’ll do Responsibilities: Leads major ecosystem partner initiatives, develops long-term strategic plans for ecosystem partner growth. Interaction: Extensive communication both internally at senior levels and externally with major partners. Impact: High, influencing key strategic decisions and ecosystem partner performance. Coordinate/facilitate the involvement of GitLab team members, including sales leadership, support, etc. as needed to ensure meeting sales targets and ecosystem sales objectives. Build, maintain, and manage relationships with the Gitlab field sales organization. Proactively engage with GitLab AEs, ASMs and geo leadership. Work closely with local System Integrators, Solution providers, Managed Services Partners and Hyperscalers (AWS Google) Design and execute comprehensive joint business plans with partners, including detailed partner account mapping, go-to-market strategies, and governance models to ensure a robust and mutually beneficial relationship. Identify and support regional-specific demand generation/pipeline building activities with strategic partners. Contribute to quarterly business reviews (QBRs) within your assigned territory. Participate in annual planning within the Ecosystem organization. Provide cloud-related weekly forecasts and/or progress reports. Prepare presentations, territory plans and reports as required. Knowledge: In-depth understanding of strategic ecosystem partners, industry dynamics, and advanced business operations. What you’ll bring Experience selling software development tools and/or application lifecycle management solutions via str ... (truncated, view full listing at source)