Description
GitLab is seeking a Senior Ecosystem Operations Manager to own the technology, processes, and operational infrastructure behind its channel, distribution, OEM, GSI, and MSP partnerships.
The successful candidate will shape how partners go to market, serving as the primary process owner for deal registration, partner programs, partner quote-to-cash, and partner attribution. They will combine operational strategy with hands-on execution, using AI to automate workflows and help ecosystem operations scale.
Key responsibilities include:
- Designing and governing end-to-end partner processes, including deal and referral registration, service attach, two-tier distribution, rules of engagement, and quote-to-cash.
- Partnering with Deal Desk and Billing on resale, distribution, OEM, GSI, and MSP transaction workflows, and resolving complex registration, quoting, and billing escalations.
- Owning operational execution of partner tiering, onboarding, certification compliance, NFR licenses, rebates, and incentives.
- Administering the partner technology ecosystem, including Impartner PRM, Salesforce CRM partner objects, deal registration, and partner portals.
- Maintaining system health and data integrity, and co-managing vendor roadmaps, renewals, and service-level accountability.
- Partnering with Revenue Technologies and Systems to maintain integrations across partner platforms, Salesforce, ERP, quoting, billing, and financial systems.
- Leading prioritization and UAT for implementations, migrations, and platform enhancements with IT and Enterprise Applications.
- Owning the ecosystem data model and working toward one standard partner attribution record across the customer lifecycle.
- Serving as a resource for Ecosystem Sales, partners, and internal teams on attribution, territory, and compensation-impacting data.
- Maintaining reporting and dashboards as a single source of truth for partner pipeline, registration activity, and program performance.
- Leading ecosystem month-end close with Deal Desk, Compensation, Accounts Receivable, and Finance.
- Identifying, building, and deploying AI agents to automate workflows.
The ideal candidate will have experience in business-to-business software-as-a-service channel or partner operations, with direct ownership of ecosystem workflows and the ability to work independently in a remote environment.
GitLab offers a range of benefits, including flexible paid time off, team member resource groups, equity compensation, and employee stock purchase plans.
The base salary range for this role is $104,800-$176,400 USD.