Ecosystem Sales Manager

Responsibilities:

• Develop and execute a channel strategy focused on federal, state, local, and education markets.
• Manage GitLab's Carahsoft partnership with a focus on partner-sourced pipeline, new customer acquisition, marketplace transactions, and renewals.
• Drive partner-sourced Scale pipeline through scalable partner programs, campaigns, and systematic account mapping.

Requirements:

• Experience in sales development, business development, channel sales, or partner-driven pipeline generation in a B2B environment.
• Practical knowledge of government procurement and contract vehicles such as GSA schedules, SEWP, and NASPO agreements.
• Familiarity with partner ecosystems including distributors, long-tail partners, and hyperscalers like AWS and Google Cloud.

The Team:

• The Ecosystem Sales team builds a high-impact partner network that drives Scale growth.
• Works closely with Scale Account Executives, Field Marketing, regional sales leadership, Carahsoft, and an ecosystem of distributors and hyperscalers.
• Focuses on expanding partner-sourced impact, improving account mapping, and building programmatic approaches for partner-led growth.