Manager, Ecosystem Sales

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC. 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 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. 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. The Manager, Ecosystem Sales - EMEA South leads a high-performing team of Ecosystem Sales Managers across Southern Europe, Middle East, and Africa, driving strategic partner relationships and ensuring consistent execution of ecosystem sales strategies. All Ecosystem Sales leaders share the same primary requirements, responsibilities, and performance indicators. Scope of role and command of business will fluctuate based on level. An overview of this role As Manager, Ecosystem Sales - EMEA South, you'll lead GitLab's partner ecosystem strategy across Italy, Spain, France, BELUX, Middle East & Africa, and Mediterranean regions including Israel. You'll manage a distributed team of Ecosystem Sales Managers (both Scale and Value ESMs), driving partner-sourced pipeline generation, strategic partner relationships, and regional go‑to‑market execution. In this role, you'll work closely with regional sales leadership, marketing teams, and strategic partners including hyperscalers, GSIs, and regional system integrators to accelerate GitLab's growth through partner channels. You'll own team performance across First Order generation, partner‑sourced pipeline, services attachment, and strategic partner development while fostering talent development and ensuring global consistency in ecosystem sales execution. Your leadership will directly impact GitLab's regional growth targets by building a scalable, high‑performing partner organization that integrates seamlessly with field sales operations. What you'll do Leadership Responsibilities Coach, develop and mentor a high‑performing ecosystem sales team of Scale ESMs, Value ESMs, and specialized roles across EMEA South territories Communicate strategy and make sound decisions that support GitLab's ecosystem objectives, cascading important and relevant information to teams in a timely manner Provide understanding of business dynamics, key drivers and set strategies, tactics, and success metrics for ecosystem sales within EMEA South region Oversee ecosystem sales pipeline building activities across Italy, Spain, France, BELUX, MEA, and Mediterranean areas including Israel Facilitate ecosystem sales execution to drive GitLab revenue through partner channels and strategic relationships Provide Ecosystem Sales leadership with critical business visibility and weekly business status reporting Take a leadership role in representing ecosystem sales in quarterly business reviews and regional planning sessions Strategic & Operational Responsibilities Engage GitLab regional sales leadership, solutions architects, and marketing teams to ensure awareness and leverage of strategic partnerships Cultivate ecosystem sales talent through hiring, development, and retention strategies aligned with regional growth objectives Collaborate with Marketing on ecosystem sales‑related demand generation activities, partner events, and joint marketing initiatives Support partner marketing activities and joint go‑to‑market planning with strategic partners within assigned territories Coordinate and collaborate with Finance, Partner Operations, Sales Operations, and Sales teams as needed for operational excellence Foster executive relationships both internally and within strategic partner organizations across EMEA South Collaborate with VP, Ecosystem Sales to define partner strategy, budget, hiring plans, and team optimization to foster high performance Contribute to long‑term investment planning, design, and execution for strategic partner engagement Ensure ecosystem sales global consistency while adapting to #J-18808-Ljbffr