Ecosystem Sales Manager

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Drive the generation of partner-sourced Scale pipeline through scalable partner programs, campaigns, and systematic account mapping.

• Collaborate with Scale Account Executives, Field Marketing, and regional sales leaders to incorporate partners into territory planning and demand generation.

• Implement repeatable partner-led campaigns that align with regional territories, such as industry plays, account blitzes, and market-specific roadshows.

• Identify whitespace and map accounts with partners to uncover new customer opportunities and broaden first-order reach.

• Identify, recruit, and develop programmatic relationships with emerging partners, distributors, long-tail resellers, and hyperscalers, including AWS and Google Cloud.

• Support partner enablement and activation, including hyperscaler co-selling and marketplace acceleration initiatives.

• Execute event-driven partner strategies, which include partner alignment prior to events, lead capture during events, and pipeline conversion following events.

• Manage one-to-many partner engagement through partner portals and automated systems, delivering weekly forecasts and reports that monitor partner-sourced pipeline, campaign performance, and territory impact against regional Scale growth targets.

⛳️ Requirements

• Proven experience in business-to-business sales development, business development, or partner-driven pipeline generation, including the identification and recruitment of ecosystem partners.

• Familiarity with partner ecosystems and programmatic demand generation that involves distributors, long-tail resellers, and hyperscalers like AWS and Google Cloud.

• Capability to design, execute, and enhance scalable demand generation strategies, including one-to-many partner engagement and event-driven campaigns.

• Experience with Salesforce and sales development or marketing automation tools for managing, forecasting, and reporting on partner-sourced pipeline and campaign performance.

• Strong analytical skills to interpret campaign outcomes, partner activation metrics, and territory impact, converting those insights into actionable plans.

• Excellent written and verbal communication skills, with the ability to collaborate effectively with account executives, Field Marketing, and regional sales leadership.

• Proficiency in English. Knowledge of German, French, or Spanish is a significant advantage for this EMEA-wide position.

• Interest in GitLab, open-source software, and contemporary software development practices, along with a willingness to travel and apply transferable experience from sales, partnerships, or digital marketing in a remote, results-oriented environment.

🏝️ Benefits

• Benefits designed to support your health, finances, and overall well-being.

• Flexible Paid Time Off.

• Team Member Resource Groups.

• Equity Compensation & Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental Leave.