Hyperscaler Operations Manager

Details

GitLab is seeking a Hyperscaler Operations Manager to join its Ecosystem Operations team. The role combines operational governance across GitLab's AWS and GCP partnerships with the execution of hyperscaler operational initiatives. It serves as the operational architect for hyperscaler go-to-market activities and the primary process owner for marketplace, co-sell, and funding operations.

The role owns the technology, processes, and operational infrastructure supporting GitLab's hyperscaler initiatives. It requires expertise in cloud marketplace mechanics, hyperscaler funding, systems administration, operational strategy, and AI-driven workflow automation. The position works closely with Systems, Revenue Technologies, Deal Desk, Enablement, Finance, and Legal.

Responsibilities

Marketplace Operational Strategy and Execution

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

Technology Ownership and Administration

• Own the hyperscaler technology ecosystem, including Salesforce CRM partner objects, Tackle.io, and hyperscaler-specific PRM configurations.
• Administer hyperscaler platforms and maintain system health and data integrity across hyperscaler tools and integrations.
• Co-manage vendors such as Tackle.io, including roadmap engagement, renewals, and SLA accountability.
• Identify and build AI agents to automate workflows such as offer status tracking, reporting, and co-sell registration.
• Partner with Revenue Technologies and Systems to maintain integrations among hyperscaler platforms, CRM, and downstream financial systems.

Hyperscaler Funding and Operational Management

• Drive operational strategy for AWS and GCP funding initiatives and translate partnership objectives into co-sell and marketplace revenue plays.
• Serve as the point of contact for hyperscaler partners and internal sales teams on funding operations, co-sell execution, utilization, and escalations.
• Align hyperscaler funding with pipeline priorities and revenue goals.
• Monitor marketplace revenue, co-sell pipeline, and funding utilization, coordinating with Finance, Accounts Receivable, and Legal on billing and commitments.

Process Design, Governance, and Enablement

• Design, document, and govern marketplace, co-sell, and funding processes, maintaining the authoritative hyperscaler process map.
• Evaluate processes for AI automation opportunities and build agents to improve consistency, reduce cycle time, and increase operational capacity.
• Drive gap remediation with RSO peers and teams across IT, Finance, and Legal.
• Create and maintain runbooks, process documentation, and training materials.
• Support configuration, testing, and maintenance of hyperscaler-facing and internal tools, and lead end-user training.
• Lead prioritization for hyperscaler system implementations, migrations, and platform enhancements with IT and Enterprise Applications.
• Identify process improvements and create GitLab Issues to advance enhancement initiatives.

Requirements

• Six or more years of experience in cloud marketplace operations with direct ownership of hyperscaler workflows.
• Hands-on experience with Tackle.io or an equivalent cloud marketplace management platform, including 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 and disbursement workflows.
• Direct experience managing hyperscaler funding initiatives such as SCA, MPOPP, and MCCP, including strategy, operational execution, and compliance requirements.
• Familiarity with AWS ACE and GCP Partner Advantage co-sell operations and requirements.
• Ability to design and document complex operational processes for distributed teams.
• Hands-on experience with AI tools and building agents to automate operational workflows.
• Experience serving as an operational escalation point for ambiguous issues spanning systems, teams, and partner relationships.
• Strong cross-functional collaboration skills across Deal Desk, IT, Finance, Legal, and Sales.
• Experience with B2B SaaS channels or hyperscaler funding initiatives.
• Ability to work autonomously in a fast-moving, remote-first environment.

Benefits

• Benefits supporting health, finances, and well-being.
• Flexible paid time off.
• Team Member Resource Groups.
• Equity compensation and Employee Stock Purchase Plan.
• Growth and Development Fund.
• Parental leave.
• Home office support.

GitLab is an equal opportunity workplace. The role is remote, with country-based eligibility requirements. The listed salary range applies to United States residents and excludes bonuses, equity, and benefits.