Senior Ecosystem Operations Manager

Details

As a Senior Ecosystem Operations Manager at GitLab, you will own the technology, processes, and operational infrastructure behind channel, distribution, original equipment manufacturer (OEM), global systems integrator (GSI), and managed service provider (MSP) partnerships. You will shape how partners go to market and serve as the primary process owner for deal registration, partner programs, partner quote-to-cash, and partner attribution. The role combines operational strategy with hands-on execution and the use of artificial intelligence (AI) to automate workflows and scale ecosystem operations.

Responsibilities

• Design and govern end-to-end partner processes, including deal and referral registration, service attach, two-tier distribution, rules of engagement, and quote-to-cash.
• Partner with Deal Desk and Billing on resale, distribution, OEM, GSI, and MSP transaction workflows, resolving complex registration, quoting, and billing escalations.
• Own operational execution of partner tiering, onboarding, certification compliance, not-for-resale (NFR) licenses, rebates, and incentives, including eligibility tracking, approval routing, and payments.
• Administer the partner technology ecosystem, including Impartner partner relationship management (PRM), Salesforce customer relationship management (CRM) partner objects, deal registration, and partner portals.
• Maintain system health and data integrity, and co-manage vendor roadmaps, renewals, and service-level accountability.
• Partner with Revenue Technologies and Systems to maintain integrations across partner platforms, Salesforce, enterprise resource planning (ERP), quoting, billing, and financial systems, including partner attribution and compensation data flows.
• Lead prioritization and user acceptance testing (UAT) for implementations, migrations, and platform enhancements with IT and Enterprise Applications.
• Own the ecosystem data model and work toward a standardized partner attribution record across the customer lifecycle.
• Support Ecosystem Sales, partners, and internal teams on attribution, territory, and compensation-impacting data.
• Maintain reporting and dashboards as a single source of truth for partner pipeline, registration activity, and program performance.
• Lead ecosystem month-end close with Deal Desk, Compensation, Accounts Receivable, and Finance, covering opportunity corrections, partner splits, territory review, and reconciliation.
• Identify, build, and deploy AI agents to automate workflows such as deal registration routing, NFR provisioning, partner data quality checks, and reporting.
• Evaluate processes to reduce manual effort, improve consistency, and shorten cycle times.
• Maintain the authoritative ecosystem process map, runbooks, and training materials.
• Support tool configuration, testing, and end-user training.
• Own channel price files and partner quoting for product launches and stock keeping unit (SKU) changes.
• Coordinate improvements with operational peers, IT, Finance, Product, and Legal through GitLab Work Items.

Requirements

• 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.
• Hands-on experience with Impartner or an equivalent PRM platform, including deal registration and partner portal administration.
• Strong working knowledge of Salesforce CRM, including partner objects, opportunity management, Flow, validation rules, reports, and dashboards.
• Deep familiarity with resale, two-tier distribution, deal registration, rules of engagement, partner discounting, and partner quote-to-cash.
• Understanding of OEM, GSI, and MSP transaction structures and operational requirements.
• Direct experience operating partner programs, including tiering, certification compliance, rebates, and incentives, with responsibility for execution and compliance.
• Experience designing and documenting complex operational processes for distributed teams, translating business needs into detailed system requirements and configuration, and leading user acceptance testing through release.
• Hands-on experience using AI tools and building agents to automate operational workflows, from evaluating opportunities to delivering working solutions.
• Experience resolving ambiguous operational escalations across systems, teams, and partner relationships, and aligning Deal Desk, IT, Finance, Compensation, Legal, and Sales around operational changes.

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.

GitLab is a remote organization. Location-based eligibility requirements may apply. The listed United States salary range is base salary only and excludes bonuses, equity, and benefits. GitLab is an equal opportunity workplace.