Ecosystem Sales Manager, Carahsoft (Washington DC)

Role overview

As a US Public Sector Scale Ecosystem Sales Manager (AMER), you will drive GitLab growth through a repeatable, partner-led pipeline engine powered by GitLab’s Carahsoft partnership. You’ll lead ecosystem activities designed to generate measurable partner-sourced demand and support new logo acquisition and renewals across public sector markets.

Responsibilities

• Develop and execute a channel/ecosystem strategy for federal, state, local, and education markets.
• Manage the Carahsoft partnership to drive partner-sourced pipeline, new customer acquisition, marketplace transactions, and renewals.
• Use knowledge of public sector contract vehicles (e.g., GSA schedules, Solutions for Enterprise-Wide Procurement, and National Association of State Procurement Officials (NASPO) agreements) to enable public sector opportunities.
• Own revenue outcomes in collaboration with Account Executives, Field Marketing, regional sales leadership, and Carahsoft.
• Apply government procurement and compliance considerations throughout partner-led sales motions.
• Drive partner-sourced Scale pipeline via scalable partner programs, campaigns, and systematic account mapping.
• Integrate partners into territory planning and demand generation activities.
• Execute repeatable Carahsoft-led Scale campaigns aligned to regional territories, including:
  • industry plays
  • account blitzes
  • market-specific roadshows
• Perform whitespace analysis and detailed account mapping to identify new logo opportunities and expand “First Order” reach.
• Support Carahsoft enablement and activation programs (e.g., at scale) and event-driven strategies and one-to-many campaigns through partner portals and automated systems.
• Contribute to business planning, pipeline forecasting, and reporting on partner impact.

Requirements (implied)

• Experience in public sector ecosystem/partner sales and partner program management.
• Familiarity with US government procurement/contract vehicles and related compliance considerations.
• Ability to run scalable, repeatable campaigns and demand-generation programs through partners.

Nice-to-haves (implied from focus areas)

• Background in digital marketing-driven demand generation and modern sales development methods.