Ecosystem Sales Manager, Carahsoft (Washington DC)

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An overview of this role

As a US Public Sector Scale Ecosystem Sales Manager - AMER, you'll fuel GitLab's growth by leading our Carahsoft partnership ecosystem into a consistent, scalable source of new customers. You'll focus on partner-sourced Scale pipeline generation by designing and running repeatable Carahsoft-led campaigns, systematic account mapping, and whitespace analysis that surfaces new logo opportunities for GitLab. You'll work closely with Account Executives, Field Marketing, regional sales leadership, and Carahsoft to drive new and renewal business across federal, state, local, and education markets.

You'll own programmatic partner engagement across your territory, from partner enablement and activation at scale to event-driven strategies and one-to-many campaigns through partner portals and automated systems. Your work will directly support GitLab'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 methods while contributing to business planning, pipeline forecasting, and clear reporting on partner impact.

What you'll do

• 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.
• Use your knowledge of government contract vehicles, such as General Services Administration schedules, Solutions for Enterprise-Wide Procurement, and National Association of State Procurement Officials agreements, to support public sector opportunities.
• Own revenue outcomes while collaborating with Account Executives, Field Marketing, regional sales leaders, and other cross-functional partners.
• Apply an understanding of government procurement requirements and compliance considerations throughout partner-led sales motions.
• Drive partner-sourced Scale pipeline through scalable partner programs, campaigns, and systematic account mapping initiatives.
• Integrate partners into territory planning and demand generation activities with Account Executives, Field Marketing, and regional sales leaders.
• Execute repeatable Carahsoft-led Scale campaigns aligned with 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.
• Support Carahsoft enablement and activation programs, including hyperscaler co-sell and marketplace acceleration initiatives.
• Execute event-driven distributor strategies, including partner alignment before events, lead capture during events, and pipeline conversion after events.
• Build the relationships and practical knowledge needed to navigate partner-led deals and help move opportunities across the finish line.
• 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.

What you'll bring

• Experience in sales development, business development, channel sales, or partner-driven pipeline generation in a business-to-business environment.
• Experience working with US public sector channel strategy across federal, state, local, or education markets.
• Practical knowledge of government procurement and contract vehicles, such as General Services Administration schedules, Solutions for Enterprise-Wide Procurement, and National Association of State Procurement Officials agreements.
• Familiarity with partner ecosystems, including programmatic engagement and demand generation with distributors, long-tail partners, and hyperscalers such as Amazon Web Services and Google Cloud.
• Ability to design, execute, and improve scalable, campaign-driven demand generation, including one-to-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, then turn those insights into clear plans.
• Effective written and verbal communication skills, with a focus on 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.
• Openness to travel for partner events and field collaboration and to apply transferable skills from related sales, partner, or digital marketing roles in a remote, results-focused environment.

About the team

The Ecosystem Sales team builds and scales a high-impact partner network that drives Scale growth through partner-sourced pipeline and new logo acquisition. In this role, you'll work as part of a distributed team that partners closely with Scale Account Executives, Field Marketing, regional sales leadership, Carahsoft, and an ecosystem of distributors, long-tail partners, and hyperscalers.

We collaborate asynchronously across regions to design and execute repeatable, campaign-driven programs, integrate partners into territory planning, and turn partner activity into measurable demand generation at scale. We're focused on expanding partner-sourced impact, improving systematic account mapping and whitespace identification, and building programmatic approaches that make it easier for partners to acquire and grow new GitLab customers.

How GitLab will support you

• Benefits to support your health, finances, and well-being
• An all-remote, asynchronous work environment
• Flexible paid time off
• Team Member Resource Groups
• Equity compensation and an Employee Stock Purchase Plan
• Growth and development support
• Parental leave
• Home office support

We welcome interest from candidates with varying levels of experience. Many successful candidates don't meet every requirement. If you're excited about this role, please apply and allow our recruiters to assess your application.

How GitLab Supports Full-Time Employees

• 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

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

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