IBM Ecosystem Sales Manager - AMER at Gitlab

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 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. An overview of this role As an IBM Ecosystem Sales Manager on GitLab's Ecosystem team, you'll be the go-to person for your sales team when it comes to IBM deals and ecosystem integration. You'll own the IBM-led deal pipeline end to end, making sure the GitLab sales process is followed, IBM is engaged at the right moments, and every opportunity moves forward with clear next steps. You'll work closely with Sales, Partner, and Regional leadership to integrate IBM into the full sales cycle, from initial discovery through post-sales implementation, so customers experience a seamless "IBM + GitLab" journey. You'll use clean data and clear processes to track progress, spot bottlenecks, and keep all stakeholders aligned. In this role, you'll help shape how GitLab shows up in the IBM ecosystem while working in an all-remote, values-driven environment that gives you both autonomy and cross-functional support. Some examples of our projects: • Owning and maintaining the IBM-focused deal pipeline, ensuring opportunities are progressing, stakeholders are aligned, and partner involvement is documented throughout the sales cycle • Orchestrating IBM-led and ecosystem-supported motions that bring together IBM, local System Integrators, Solution Providers, and Hyperscalers (AWS and Google) to support customer implementations and partner-led growth What you'll do • Serve as the primary bridge between GitLab Sales and IBM, ensuring the GitLab sales process is followed and IBM is integrated into every stage of the customer journey, from initial discovery through post-sales implementation. • Take full operational ownership of the IBM deal pipeline, monitoring progress, identifying bottlenecks, and driving actions that keep opportunities advancing toward close. • Coordinate and orchestrate the broader ecosystem around IBM-led deals, including local System Integrators, Solution Providers, and Hyperscalers (AWS and Google), so all partners are aligned and customers experience a seamless engagement. • Partner with IBM to build, grow, and measure their GitLab practice, tracking indicators such as pipeline health, revenue contribution, and partner-led growth, and sharing regular insights with internal and external stakeholders. • Work closely with regional sales and ecosystem leadership to align on territory plans, ensure the "IBM + GitLab" value story is consistent, and maximize joint opportunity across the IBM channel. • Support recruitment, onboarding, and enablement of new IBM-focused partners where needed, helping them understand GitLab’s platform, sales motions, and how to co-sell effectively. • Maintain accurate, up-to-date data in relevant systems, ensuring clean pipeline reporting, clear visibility into IBM-related opportunities, and consistent communication across Sales and Partner teams. • Continually refine and document processes for managing IBM and ecosystem-led deals so motions are repeatable, scalable, and easy for Sales and partners to follow. What you'll bring • Bachelor’s degree or equivalent practical experience, with a foundation in sales, business, or a related field and a strong interest in partner and ecosystem sales. • Coachable, curious, and eager to learn: You're a quick learner who thrives on feedback and is ready to jump into something new. We value potential and a growth mindset over years of experience, so if you're hungry to master the world of channel sales, you'll fit right in. • Progressive experience in B2B sales or partner-facing roles, ideally working with or through channel partners, solution providers, or system integrators to support pipeline creation and revenue growth. • Understanding of how to manage and progress a sales pipeline, including experience with opportunity tracking, identifying bottlenecks, and partnering with account teams to keep deals moving. • Strong operational mindset with a passion for clean processes and data accuracy, including maintaining up-to-date records in systems like Salesforce (or similar customer relationship management tools). • Experience working with or alongside large strategic partners (for example, global system integrators or technology alliances), with the ability to navigate multiple stakeholders and align on joint objectives. • Ability to orchestrate and align multiple ecosystem partners (such as IBM, local system integrators, solution providers, and hyperscalers) around a single customer opportunity to deliver a seamless experience. About the team The Ecosystem Sales team is a collaborative, cross-functional partner to Sales and Alliances, focused on driving partner-led pipeline and revenue through high-impact programs and tight sales alignment. You'll join a fully remote, globally distributed team that works asynchronously with account executives, partner managers, sales operations, sales leadership, and external partners like IBM to design and execute joint go-to-market motions, orchestrate multi-party sales cycles, coordinate opportunities, structure deal support, and share best practices that can scale across GitLab. We focus on embedding partners into every stage of the sales cycle so customers get a seamless experience and our joint value propositions are clear. We are currently focused on building and iterating ecosystem motions with IBM and other key partners, improving partner-led pipeline health and visibility through clear measurement and reporting, and helping sales and channel leaders clearly understand and communicate the impact of ecosystem investments. The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. United States Salary Range$97,900—$172,800 USD How GitLab will support you • 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 • Home office support 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.