Ecosystem Sales Manager, Carahsoft (Washington DC)

GitLab
Washington DC
Workplace: RemoteFull timeFunction: SalesSkills: ["Communication","Analytical skills","Collaboration","Strategic planning"]

Lead GitLab’s Carahsoft partnership ecosystem for US public sector Scale growth across federal, state, local, and education markets. Own partner-sourced pipeline generation by designing repeatable Carahsoft-led campaigns, executing systematic account mapping and whitespace analysis, and managing partner enablement/activation. Collaborate with Account Executives, Field Marketing, and regional leaders to drive new logo and renewals, including marketplace transactions, event-driven strategies, and measurable reporting on partner impact.

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FursaFursa
GitLab
GitLab
1 month ago

Ecosystem Sales Manager, Carahsoft (Washington DC)

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Source: Company careers pageValidated by: Fursa AI
Last checked: 15 hours agoStatus: Live

Job Summary

Lead GitLab’s Carahsoft partnership ecosystem for US public sector Scale growth across federal, state, local, and education markets. Own partner-sourced pipeline generation by designing repeatable Carahsoft-led campaigns, executing systematic account mapping and whitespace analysis, and managing partner enablement/activation. Collaborate with Account Executives, Field Marketing, and regional leaders to drive new logo and renewals, including marketplace transactions, event-driven strategies, and measurable reporting on partner impact.
Location: Washington DC
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Manager level

Key Responsibilities

  • •Develop and execute a channel strategy for federal, state, local, and education markets.
  • •Manage the Carahsoft partnership focused on partner-sourced pipeline, new customer acquisition, marketplace transactions, and renewals.
  • •Design and run repeatable Carahsoft-led Scale campaigns, including industry plays, account blitzes, and market-specific roadshows.
  • •Use government contract vehicle knowledge and apply procurement/compliance considerations throughout partner-led sales motions.
  • •Provide partner engagement and reporting via partner portals and automated systems, including weekly pipeline forecasts and campaign performance insights.
Travel: Low travel

Pay and Benefits

Perks:Paid LeaveParental LeaveEquityHome Office

Key Requirements

  • •Experience in sales development, business development, channel sales, or partner-driven pipeline generation in a B2B environment.
  • •Experience supporting US public sector channel strategy across federal, state, local, or education markets.
  • •Practical knowledge of government procurement and contract vehicles (e.g., GSA schedules, Enterprise-Wide Procurement solutions, NASPO agreements).
  • •Familiarity with partner ecosystems and programmatic partner engagement, including distributors, long-tail partners, and hyperscalers such as Amazon Web Services and Google Cloud.
  • •Experience using Salesforce and modern sales development or marketing automation tools to manage, forecast, and report on partner-sourced pipeline and campaign performance.
Experience:B2BPublic sectorChannel salesPartner ecosystems
Skills:CommunicationAnalytical skillsCollaborationStrategic planning
Languages:English
Tech Stack:SalesforceAmazon Web ServicesGoogle CloudGitLab

Company Brief

GitLab
Provides a single application for the complete DevSecOps lifecycle, offering source code management, CI/CD, security, and collaboration tools to help teams deliver software faster and more securely.
Industry: Developer Tools
Company Size: Enterprise (1,001+ employees)
Revenue: USD 250M to 500M
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Francisco, United States
Founded: 2011
WebsiteLinkedIn