Job Specifications
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.
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 exce
About the Company
GitLab is a complete DevOps platform, delivered as a single application, fundamentally changing the way Development, Security, and Ops teams collaborate and build software. From idea to production, GitLab helps teams improve cycle time from weeks to minutes, reduce development costs and time to market while increasing developer productivity.
We're the world's largest all-remote company with team members located in more than 65 countries. As part of the GitLab team, you can work from anywhere with good internet. You'll have ...
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