# Ecosystem Sales Manager, Carahsoft (Washington DC) Remote from[USA](https://jobicy.com/job-region/usa.md)Annual salary Undisclosed Salary information is not provided for this position. Check our [Salary Directory](https://jobicy.com/salaries.md) to estimate the average compensation for similar roles.Department [Sales](https://jobicy.com/categories/seller.md) Employment type Full Time, Job posted16 Jul 2026Apply before16 Aug 2026Experience level Midweight Views / Applies 38 / 4 [About company](https://jobicy.com/company/gitlab.md) * Share About [GitLab](https://jobicy.com/company/gitlab.md) Iterate faster, innovate together: Our DevOps platform is a single app for unparalleled development velocity. [Information Technology & Services](https://jobicy.com/company-category/information-technology-services.md) * 2014 Actively Hiring Verified job posting This job post has been [manually reviewed](https://jobicy.com/tools/help-center/employee/how-does-jobicy-verify-the-legitimacy-of-remote-job-listings.md) for authenticity and compliance. ### AI Summary GitLab is seeking an Ecosystem Sales Manager to lead its Carahsoft partnership in the US Public Sector, focusing on federal, state, local, and education markets. The role involves developing channel strategies, managing partner-sourced pipeline, and driving new customer acquisition through scalable campaigns and account mapping. The manager will collaborate closely with Account Executives, Field Marketing, and regional sales leadership to achieve growth targets. This position requires deep knowledge of government contract vehicles and procurement processes. The ideal candidate will have experience in partner ecosystem management and a track record of driving revenue through partner-led initiatives. ### Role DNA Job Complexity Easy Hard Pace & Pressure Relaxed Fast-paced Autonomy Level Guided Full Ownership Communication Load Independent Highly Collaborative AI Insight This role requires navigating complex government sales cycles, managing a key partnership, and coordinating across multiple internal and external stakeholders, making it a challenging position. ### Salary Analysis Median Market Rate USD135,000US Market USD90k – 200k 0 USD220k AI Insight The salary is not provided in the job listing. Based on US market data for Ecosystem Sales Managers in the public sector tech space, the typical range is $90,000 to $200,000, with a median around $135,000. The offered compensation should be competitive to attract experienced candidates with government sales expertise. ### Core Skills Required [Channel Sales](https://jobicy.com/jobs?search_keywords=Channel+Sales.md) [Public Sector](https://jobicy.com/jobs?search_keywords=Public+Sector.md) [Partnership Management](https://jobicy.com/jobs?search_keywords=Partnership+Management.md) [Government Contracts](https://jobicy.com/jobs?search_keywords=Government+Contracts.md) [Pipeline Generation](https://jobicy.com/jobs?search_keywords=Pipeline+Generation.md) [Account Mapping](https://jobicy.com/jobs?search_keywords=Account+Mapping.md) [Demand Generation](https://jobicy.com/jobs?search_keywords=Demand+Generation.md) [Sales Strategy](https://jobicy.com/jobs?search_keywords=Sales+Strategy.md) [Customer Acquisition](https://jobicy.com/jobs?search_keywords=Customer+Acquisition.md) [Ecosystem Development](https://jobicy.com/jobs?search_keywords=Ecosystem+Development.md) ### Cover Letter Sample I am excited to apply for the Ecosystem Sales Manager position at GitLab, focusing on the Carahsoft partnership. With a strong background in channel sales and public sector go-to-market strategies, I am confident in my ability to drive partner-sourced pipeline and new customer acquisition in federal, state, local, and education markets. My experience includes developing and executing channel strategies, managing key partnerships, and leveraging government contract vehicles such as GSA, SEWP, and NASPO to accelerate sales. I have a proven track record of collaborating with cross-functional teams to design repeatable campaigns and systematic account mapping that uncover new logo opportunities. I am particularly drawn to GitLab's commitment to innovation and AI-driven efficiency, and I am eager to contribute to a high-performance culture that values continuous learning and collaboration. I look forward to the opportunity to discuss how my skills align with GitLab's goals. Copy ### Sample Interview Questions Can you describe your experience with managing a partner ecosystem in the public sector?I have over five years of experience managing channel partnerships for a SaaS company, focusing on federal and state government contracts. I successfully drove partner-sourced pipeline by implementing joint business plans, conducting quarterly business reviews, and coordinating co-selling activities with partners like Carahsoft.How do you approach account mapping and whitespace analysis to identify new logo opportunities?I start by analyzing existing customer data and partner account lists to identify gaps. Then I work with partners to map their top accounts against our ideal customer profile, prioritizing those with high alignment. We use a combination of CRM tools and collaborative sessions to uncover whitespace and create targeted outreach campaigns.Explain a time you developed a successful partner-led campaign. What was the outcome?At my previous company, I created a partner-led campaign targeting state and local education agencies. We collaborated with a key reseller to host a series of virtual workshops and provided them with marketing collateral. The campaign generated over 50 qualified leads and resulted in $2M in new business within six months.How do you integrate partners into territory planning and demand generation activities?I involve partners early in the planning process by aligning their go-to-market strategies with our regional sales priorities. We co-develop account plans, share market intelligence, and coordinate joint events. Regular communication with field marketing ensures our campaigns are synchronized and we track partner contribution to pipeline.What experience do you have with government contract vehicles like GSA or SEWP?I have extensive experience working with GSA schedules, SEWP, and NASPO contracts. In my previous role, I managed a team that leveraged these vehicles to streamline procurement for public sector clients. I understand the compliance requirements and can effectively communicate with partners to ensure contract utilization. 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](https://www.youtube.com/watch?v=OuZIb5zszQI) 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 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. * 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 GitLab, open source software, and modern software development practices, with the ability to learn and use GitLab 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 GitLab customers. ## How GitLab 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. ### How GitLab Supports Full-Time Employees * [Benefits to support your health, finances, and well-being](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/) * [Flexible Paid Time Off ](https://handbook.gitlab.com/handbook/people-group/time-off-and-absence/time-off-types/#flexible-paid-time-off-pto) * [Team Member Resource Groups](https://handbook.gitlab.com/handbook/company/culture/inclusion/tmrg-tmag/) * [Equity Compensation & Employee Stock Purchase Plan](https://handbook.gitlab.com/handbook/total-rewards/stock-options/) * [Growth and Development Fund](https://handbook.gitlab.com/handbook/people-group/learning-and-development/growth-and-development/) * [Parental Leave](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#parental-leave) 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](https://about.gitlab.com/company/culture/inclusion/#examples-of-select-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.](https://handbook.gitlab.com/handbook/hiring/candidate-faq/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](https://about.gitlab.com/handbook/people-policies/inc-usa/#equal-employment-opportunity-policy) and [EEO is the Law](https://about.gitlab.com/handbook/labor-and-employment-notices/#eeoc-us-equal-employment-opportunity-commission-notices). If you have a disability or special need that requires [accommodation](https://about.gitlab.com/handbook/people-policies/inc-usa/#reasonable-accommodation), please let us know during the [recruiting process](https://about.gitlab.com/handbook/hiring/interviewing/#adjustments-to-our-interview-process). Show more [Apply now >](https://jobicy.com/jobs/149387-ecosystem-sales-manager-carahsoft-washington-dc.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. 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