Ecosystem Sales Manager, Carahsoft

About the role

This role is centered on the expansion of GitLab's public sector footprint by developing and deepening the strategic Carahsoft partnership. The primary focus is to generate qualified customer opportunities and drive sustainable revenue growth through partner-led initiatives and aligned campaigns. You will act as the key architect for a scalable demand generation engine that leverages this alliance effectively. Success in this position requires ownership of the end-to-end partner sales cycle from initial strategy through to opportunity closure and forecasting. You will ensure that all partner activities adhere strictly to government procurement regulations and best practices. This position demands a proactive approach to identifying and pursuing new business prospects via structured account mapping with Carahsoft. You will integrate the partner into territory planning and broader demand generation efforts to maximize impact. The role involves executing Carahsoft-led campaigns that are tailored to specific regions and public sector market segments. Ultimately, you will build the relationships and expertise necessary to navigate and close complex partner-led opportunities successfully.

Key facts

What you'll do

• Develop and implement a channel strategy targeting federal, state, local, and education markets with a focus on public sector needs.
• Manage the Carahsoft partnership to increase partner-sourced pipeline, acquire new clients, and actively support renewals and expansion.
• Utilize deep knowledge of government contract vehicles such as GSA Schedules, SEWP, and NASPO agreements to facilitate public sector deals efficiently.
• Collaborate closely with Account Executives, Field Marketing, and sales leadership to define and achieve ambitious revenue targets.
• Ensure all partner-led sales processes strictly comply with government procurement regulations and internal governance standards.
• Drive partner-sourced pipeline through structured programs, targeted campaigns, and detailed account mapping exercises.
• Integrate partners into territory planning and demand generation efforts to create a cohesive go-to-market approach.
• Execute Carahsoft-led campaigns that are customized for specific regions, industries, and public sector segments.
• Identify new business prospects and expand initial customer acquisition through strategic account mapping with Carahsoft partners.
• Support Carahsoft enablement and co-sell initiatives, including participation in marketplace acceleration programs and joint offerings.
• Manage event-driven distributor strategies, handling everything from pre-event alignment to post-event pipeline conversion and analysis.
• Build strong relationships and develop specialized expertise to successfully navigate and close complex partner-led opportunities.
• Oversee one-to-many partner engagement via portals and automated systems, ensuring accurate forecasting and comprehensive performance reporting.
• Act as the primary liaison between GitLab's sales teams and Carahsoft, ensuring alignment on priorities, messaging, and target accounts.
• Leverage data and insights to continuously optimize channel performance and identify high-potential partners and programs.

Requirements

• Possess experience in sales development, business development, channel sales, or partner-driven pipeline generation within a B2B environment.
• Bring demonstrated experience with US public sector channel strategies across federal, state, local, or education customer segments.
• Show familiarity with government procurement processes and contract vehicles such as GSA Schedules, SEWP, and NASPO agreements.
• Demonstrate understanding of partner ecosystems, including programmatic engagement and demand generation with distributors, long-tail partners, and hyperscalers like AWS and Google Cloud.
• Exhibit the ability to design, execute, and refine scalable, campaign-driven demand generation initiatives, including one-to-many partner engagement and event-based campaigns.
• Have experience using Salesforce and sales/marketing automation tools for comprehensive pipeline management, forecasting, and reporting.
• Possess strong analytical abilities to interpret campaign results and partner metrics, translating insights into actionable and optimized plans.
• Show effective written and verbal communication skills, with a consistent emphasis on collaboration and clear, concise messaging.
• Maintain a keen interest in GitLab, open source software, and modern software development practices and methodologies.
• Display a willingness to travel for partner events, field collaboration, and strategic account reviews as required.
• Commit to adhering to company policies, ethical standards, and regulatory compliance in all public sector engagements.
• Demonstrate the ability to work independently and collaboratively within a fully remote and asynchronous work environment.

Nice to have

There are no specific Nice to have qualifications outlined for this role in the provided source material.

Practical notes

This position may involve travel to partner events and for field collaboration as required by the role's responsibilities. GitLab offers comprehensive benefits for health, finances, and overall well-being to support employees in their professional and personal lives. The work environment is fully remote and operates asynchronously, providing flexibility for team members. Flexible paid time off is provided to support work-life balance. Team Member Resource Groups are available to foster community and inclusion. Equity compensation and an Employee Stock Purchase Plan are available to eligible team members, offering long-term growth opportunities. The company provides support for continuous growth and professional development through various learning resources and career pathing. Parental leave is provided to support employees during major life events. Home office support is available to ensure remote workers have the necessary resources to be successful. Candidates with varied experience levels are encouraged to apply, and the company welcomes diverse talent into its ecosystem.