Hyperscaler Operations Manager

Details

GitLab is looking for a Hyperscaler Operations Manager to join the Ecosystem Operations team. This role combines deep operational governance across GitLab's AWS and GCP partnerships with the execution of hyperscaler operational initiatives, serving as the operational architect of the hyperscaler GTM and the primary process owner for marketplace, co-sell, and funding operations. You will own the technology, processes, and operational infrastructure that underpin GitLab's hyperscaler motions and serve as the go-to resource for hyperscaler partners and internal teams.

Responsibilities

Marketplace Operational Strategy & Execution

• Establish, oversee, and continuously improve end-to-end marketplace operational processes, including private offer management, CPPO/MCPO structures, and third-party integrations.
• Serve as the internal expert on the private offer process end-to-end, partnering closely with Deal Desk to define, document, and iterate on workflows across AWS and GCP.
• Own operational execution of hyperscaler funding initiatives such as AWS Strategic Collaboration Agreement (SCA), Marketplace Private Offer Partner Program (MPOPP), and GCP Marketplace Commit to Consume Program (MCCP), including milestone tracking, deal registration, claim workflows, and commit management.
• Serve as the escalation point for marketplace and funding operations, resolving complex private offer, co-sell, and billing issues that span multiple systems or stakeholders.

Technology Ownership & Administration

• Act as primary relationship owner for the hyperscaler technology ecosystem, including Salesforce CRM partner objects, Tackle.io, and hyperscaler-specific PRM configurations.
• Administer hyperscaler platforms, maintaining system health and data integrity across hyperscaler-specific tools and integrations.
• Co-manage vendor relationships (e.g., Tackle.io), covering roadmap engagement, renewal coordination, and SLA accountability.
• Identify and build AI agents to automate repetitive hyperscaler workflows (offer status tracking, reporting, co-sell registration), reducing manual effort and increasing throughput.
• Partner with RevTech and Systems to maintain integration health across hyperscaler platforms, CRM, and downstream financial systems, including funding success tracking and reporting.

Hyperscaler Funding Initiatives & Operational Management

• Drive operational strategy for hyperscaler funding initiatives across AWS and GCP, translating partnership objectives into co-sell and marketplace revenue plays.
• Act as point of contact for hyperscaler partners and internal sales teams on funding operations, co-sell execution, utilization, and cross-functional escalations.
• Monitor funding performance across marketplace revenue, co-sell pipeline, and utilization; coordinate with Finance, AR, and Legal on billing and commitments.

Process Design, Governance & Enablement

• Design, document, and govern end-to-end hyperscaler operational processes, owning and maintaining the hyperscaler process map as the authoritative reference.
• Continuously evaluate processes for AI automation opportunities, building and deploying agents that improve consistency, reduce cycle time, and scale capacity.
• Drive gap remediation through cross-functional engagement with RSO peers and adjacent teams in IT, Finance, and Legal.
• Build and maintain operational runbooks, process documentation, and training materials; support configuration, testing, and maintenance of hyperscaler-facing and internal tools; lead end-user training.
• Lead prioritization for hyperscaler system implementations, migrations, and platform enhancements with IT/Enterprise Applications; create GitLab Issues to advance enhancement kickoff.

Requirements

• 6+ years of experience in cloud marketplace operations with direct ownership of hyperscaler-related workflows.
• Hands-on experience with Tackle.io or equivalent cloud marketplace management platforms (AWS and GCP Marketplaces).
• Working knowledge of Salesforce CRM, including partner objects, opportunity management, and basic administration.
• Deep familiarity with AWS and GCP marketplace mechanics, including private offer creation, CPPO/MCPO structures, co-sell registration, and billing/disbursement workflows.
• Direct experience managing hyperscaler funding initiatives such as SCA, MPOPP, and MCCP, including strategy, operational execution, and compliance requirements.
• Familiarity with hyperscaler co-sell operations, including AWS ACE and GCP Partner Advantage structures.
• Demonstrated ability to design and document complex operational processes and serve as an operational escalation point across systems, teams, and partner relationships.
• Hands-on experience working with AI tools and building agents to automate operational workflows.
• Strong cross-functional instincts to align Deal Desk, IT, Finance, Legal, and Sales stakeholders.
• Experience with B2B SaaS channel or hyperscaler funding initiatives.
• Comfortable operating in a fast-moving, remote-first environment with high autonomy and bias toward action.

Benefits

• Benefits to support health, finances, and well-being; Flexible Paid Time Off; Team Member Resource Groups.
• Equity compensation & Employee Stock Purchase Plan; Growth and Development Fund; Parental leave; Home office support.

Compensation Note

• United States Salary Range: $104,800 - $176,400 USD (base salary range for residents of the United States only).