Ecosystem Sales Manager - Italy

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

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.

*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

An overview of this role

As an Ecosystem Sales Manager on GitLab's Ecosystem team, you'll help grow and strengthen the partner relationships that expand GitLab's reach across the Italy region. In this role, you'll work with strategic partners and GitLab's field sales organization to build plans that advance pipeline growth, revenue generation, and long-term partner success. You'll engage across both pre-sales and post-sales motions, helping connect partners to the right opportunities and position them to help customers as their needs become more complex. This is a highly collaborative role with meaningful visibility, and we'll rely on you to work with internal stakeholders and external partners to shape territory strategy, drive execution, and improve partner performance in a remote, values-based environment.

Some examples of our projects

Building and managing strategic relationships with system integrators, solution providers, managed services partners, and hyperscalers such as AWS and Google across Italy

Designing joint business plans with partners that include account mapping, go-to-market activities, governance, and measurable goals for pipeline and revenue growth

What you’ll do

Lead strategic partner initiatives that support long-term ecosystem growth across your assigned Italy territory.

Build, maintain, and manage strong relationships with GitLab's field sales organization, including proactive engagement with account executives, area sales managers, and geographic leadership.

Work closely with regional partners, including system integrators, solution providers, managed services partners, and hyperscalers, to support customer success and sales objectives.

Design and execute comprehensive joint business plans with partners, including account mapping, go-to-market strategies, and governance models.

Coordinate and facilitate involvement from GitLab team members such as sales leadership, support, and other cross-functional stakeholders as needed to help meet sales targets and ecosystem goals.

Identify and support territory-specific demand generation and pipeline-building activities with strategic partners.

Contribute to quarterly business reviews and annual planning activities within the Ecosystem organization.

Prepare forecasts, progress updates, presentations, territory plans, and reports that help track partner performance and inform decision-making.

What you’ll bring

Experience selling software development tools, application lifecycle management solutions, or related technology through strategic partnerships.

Strong knowledge of the partner ecosystem in the Italy region,