Ecosystem Sales Manager, Carahsoft (Washington DC)

Git Lab is the intelligent orchestration platform for Dev Sec Ops.

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An overview of this role

As a US Public Sector Scale Ecosystem Sales Manager – AMER, you’ll fuel Git Lab’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 Git Lab.

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 Git Lab’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 Git Lab’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.
• Execute repeatable Carahsoft‑led Scale campaigns aligned with regional territories, including industry plays, account blitzes, and market‑specific roadshows.
• Identify whitespace and conduct detailed account mapping with partners to surface new logo opportunities and expand First Order reach.
• Support Carahsoft enablement and activation programs, including hyperscaler co‑sell and marketplace acceleration initiatives.
• Execute event‑driven distributor strategies, including partner alignment before events, lead capture during events, and pipeline conversion after events.
• Build the relationships and practical knowledge needed to navigate partner‑led deals and help move opportunities across the finish line.
• Manage one‑to‑many partner engagement through partner portals and automated systems, providing weekly pipeline forecasts, partner‑sourced opportunity reports, and clear insights into campaign performance and territory impact.
• What you’ll bring
• Experience in sales development, business development, channel sales, or partner‑driven pipeline generation in a business‑to‑business environment.
• Experience working with US public sector channel strategy across federal, state, local, or education markets.
• Practical knowledge of government procurement and contract vehicles, such as General Services Administration schedules, Solutions for Enterprise‑Wide Procurement, and National Association of State Procurement Officials agreements.
• Familiarity with partner ecosystems, including programmatic engagement and demand generation with distributors, long‑tail partners, and hyperscalers such as Amazon Web Services and Google Cloud.
• Ability to design, execute, and improve scalable, campaign‑driven demand generation, including one‑to‑many partner engagement and event‑driven campaigns.
• Experience using Salesforce and modern sales development or marketing automation tools to manage, forecast, and report on partner‑sourced pipeline and campaign performance.
• Strong analytical skills to interpret campaign results, partner activation metrics, and territory impact, then turn those insights into clear plans.
• Effective written and verbal communication skills, with a focus on repeatable messaging and collaboration with Account Executives, Field Marketing, and regional sales leadership.
• Interest in Git Lab, open source software, and modern software development practices, with the ability to learn and use Git Lab and related tools.
• Openness to travel for partner events and field collaboration and to apply transferable skills from related sales, partner, or digital marketing roles in a remote, results‑focused environment.
• About the team

The Ecosystem Sales team builds and scales a high‑impact partner network that drives Scale growth through partner‑sourced pipeline and new logo acquisition.

In this role, you’ll work as part of a distributed team that partners closely with Scale Account Executives, Field Marketing, regional sales leadership, Carahsoft, and an ecosystem of distributors, long‑tail partners, and hyperscalers.

We collaborate asynchronously across regions to design and execute repeatable, campaign‑driven programs, integrate partners into territory planning, and turn partner activity into measurable demand generation at scale.

We’re focused on expanding partner‑sourced impact, improving systematic account mapping and whitespace identification, and building programmatic approaches that make it easier for partners to acquire and grow new Git Lab customers.

• How Git Lab will support you
• Benefits to support your health, finances, and well‑being
• An all‑remote, asynchronous work environment
• Flexible paid time off
• Team Member Resource Groups
• Equity compensation and an Employee Stock Purchase Plan
• Growth and development support
• Parental leave
• Home office support

We welcome interest from candidates with varying levels of experience.

Many successful candidates don’t meet every requirement.

If you’re excited about this role, please apply and allow our recruiters to assess your application.

Git Lab is proud to be an equal opportunity workplace

Git Lab is a proud equal opportunity employer and accepts applications for employees who are not protected by EEO law.

We fully comply with applicable local legislation, equal employment opportunity obligations, both domestic and foreign.

We are committed to inclusive hiring and do not discriminate against applicants because of citizenship or immigrant status.

All qualified applicants will receive a fair opportunity if you meet qualifications and have the rights to work in the U.

Git Lab will not tolerate discrimination or harassment based on any of these characteristics.

We will never consider any applicant’s 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), or military discharge status.

We also consider veterans, disabled veterans, veterans with a service‑related disability, 14‑ and 13‑month veteran designations, and any other protected category.

Our policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of the protected categories of race, color, religion, ancestry, sex, national origin, age, disability, or veteran status.

We will not tolerate discrimination or harassment based on any of these characteristics.

See also Git Lab’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.

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