Partner Account Manager - Eastern Europe

Partner Account Manager - Eastern Europe

Remote, Germany

GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform ( , used by more than 100,000 organizations. Our mission ( is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations ( on our product and staying aligned with our values ( . Learn more about Life at GitLab ( .

Partner Account Manager (Ecosystem Sales Manager) - Eastern Europe / Israel

Remote, due to the stakeholders location candidates must be based in Germany

An overview of this role

A strong partner ecosystem is crucial in the success and growth of GitLab's business. Partners are a strategic imperative for GitLab's continued growth and market expansion. As customer requirements become more complex we need partners with capability and capacity to help customers implement, support and grow their usage of GitLab. We work closely with cross functional leadership to ensure partners are integrated throughout the sales cycle both pre and post sales. Partner Account Managers (Internal name is Ecosystem Sales Managers) are critical in recruiting and building relationships with partners. Partner Account Managers (Internal name is Ecosystem Sales Managers) also work with partners to establish and measure goals and performance including pipeline, revenue generation and growing their overall GitLab practice.

All individual contributors are referred to as Ecosystem Sales Managers or ESM and share the same primary requirements, responsibilities, and performance indicators.

What you'll do

• Responsibilities: Leads major ecosystem partner initiatives, develops long-term strategic plans for ecosystem partner growth.

• Interaction: Extensive communication both internally at senior levels and externally with major partners.

• Impact: High, influencing key strategic decisions and ecosystem partner performance.

• Coordinate/facilitate the involvement of GitLab team members, including sales leadership, support, etc. as needed to ensure meeting sales targets and ecosystem sales objectives.

• Build, maintain, and manage relationships with the Gitlab field sales organization.

• Proactively engage with GitLab AEs, ASMs and geo leadership.

• Work closely with local System Integrators, Solution providers, Managed Services Partners and Hyperscalers (AWS & Google)

• Design and execute comprehensive joint business plans with partners, including detailed partner account mapping, go-to-market strategies, and governance models to ensure a robust and mutually beneficial relationship.

• Identify and support regional-specific demand generation/pipeline building activities with strategic partners.

• Contribute to quarterly business reviews (QBRs) within your assigned territory.

• Participate in annual planning within the Ecosystem organization.

• Provide cloud-related weekly forecasts and/or progress reports.

• Prepare presentations, territory plans and reports as required.

• Knowledge: In-depth understanding of strategic ecosystem partners, industry dynamics, and advanced business operations.

What you'll bring

• Experience selling software development tools and/or application lifecycle management solutions via strategic partnerships.

• 5+ years in same or similar fields

• Strong network across the partner ecosystem in Eastern Europe, CIS countries, ideally Israel

• Be an expert of Partner Ecosystems in the Eastern Europe region and the Cloud market

• Experience selling open source solutions.

• Experience with B2B sales.

• Interest in GitLab, and open source software.

• Language Proficiency: Fluent in both Russian and English, with excellent communication skills in both languages. Any other language (Polish, Czech, Romanian or Hebrew) is a plus)

• Effective written and verbal communication skills.

• Strong interpersonal skills and an ability to remain calm under pressure.

• Established personal network within the industry.

• Results oriented perspective.

• You share our values, and work in accordance with those values.

• Ability to use GitLab.

• Experience with Salesforce.

• Ability to travel up to 50% and comply with the company's travel policy.

About GitLab

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision ( : everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.

We value ( results, transparency, sharing, freedom, efficiency, self-learning ( , frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer ( to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.

Top 10 Reasons to Work for GitLab:

1. Mission ( : Everyone can contribute

2. Results ( : Fast growth ( , ambitious vision (

3. Flexible Work Hours ( : Plan your day so you are there for other people & have time for personal interests

4. Transparency ( : Over 2,000 webpages in GitLab handbook ( , GitLab Unfiltered ( YouTube channel

5. Iteration ( : Empower people to be effective & have an impact ( , Merge Request rate ( , We dogfood our own product ( , Directly responsible individuals (

6. Diversity, Inclusion & Belonging ( : A focus on gender parity ( , Team Member Resource Groups ( , other initiatives (

7. Collaboration ( : Kindness ( , saying thanks ( , intentionally organize informal communication ( , no ego (

8. Total Rewards ( : Competitive market rates for compensation ( , Equity compensation ( , global benefits (inclusive of office equipment) (

9. Work/Life Harmony ( : Flexible workday ( , Family and Friends days (

10. Remote Done Right ( : One of the world's largest all-remote companies ( , prolific inventor of remote best practices (

See our culture page ( for more!

Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides ( .

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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 T.