Ecosystem Sales Manager, Carahsoft (Washington DC)
About the role
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.