Ecosystem Sales Manager, Carahsoft

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.

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.

Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

First Name

Last Name

Email

Resume/CV*

Attach

Enter manually

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Attach

Enter manually

Accepted file types: pdf, doc, docx, txt, rtf

---

LinkedIn Profile

What's the name you'd prefer us to use throughout the interview process?

Please choose the country in which you are located.

Select...

Are you subject to any employment agreements and/or post-employment restrictions with your current employer or a past employer?

Select...

It is important to us to create an accessible and inclusive interview experience. Please let us know if there are any adjustments we can make to assist you during the hiring and interview process.

Will you now or in the future require sponsorship for a visa to remain in your current location?

Select...

Have you previously worked at or consulted for GitLab?

Select...

What is your current country of residence?

Select...

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in GitLab’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Gender

Select...

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Veteran Status

Select...

Form CC-305

Page 1 of 1

OMB Control Number 1250-0005

Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

• Alcohol or other substance use disorder (not currently using drugs illegally)
• Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
• Blind or low vision
• Cancer (past or present)
• Cardiovascular or heart disease
• Celiac disease
• Cerebral palsy
• Deaf or serious difficulty hearing
• Diabetes
• Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
• Epilepsy or other seizure disorder
• Gastrointestinal disorders, for exam