Ecosystem Sales Manager, Carahsoft (Washington DC)

About this role

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.

• Intere

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