Senior Professional Services Partners Manager, Subcontractor Partner Solutions

Details

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. The company emphasizes AI as a core productivity multiplier and expects team members to incorporate AI into daily workflows.

This role owns the strategy, operating model, and partner relationship framework for GitLab's subcontractor and services partner bench to scale high-quality Professional Services delivery. The position is highly cross-functional and works with Professional Services, Ecosystems, Sales, Enablement, Finance, Legal, Procurement, IT, Security, and regional delivery management.

Responsibilities

• Own the subcontractor partner operating model for Professional Services, including partner company onboarding, partner consultant lifecycle management, access coordination, readiness tracking, shadow and reverse-shadow progression, status management, and offboarding.
• Develop and execute a global strategy for subcontractor and services partners that expands delivery capacity while maintaining quality, customer satisfaction, and alignment with regional business needs; use capacity, quality, and customer satisfaction metrics to guide decisions.
• Serve as the primary relationship manager for strategic subcontractor and services partners, building strong partnerships with partner principals and delivery managers.
• Partner with Professional Services, Delivery, project management, and regional leadership to identify staffing needs, evaluate partner resources, and maintain visibility into partner inventory, skills, capacity, rate administration, and specialty coverage to improve staffing match rates and reduce delivery coverage gaps.
• Manage or materially support contract and engagement workflows, including contract initiation, work authorization governance, purchase order coordination, invoice routing, retainer administration, renewals, and related cross-functional follow-through.
• Improve partner delivery readiness by shaping onboarding guidance, enablement expectations, shadowing requirements, certification alignment, and consistent delivery standards.
• Establish and maintain partner performance scorecards, feedback loops, and compliance mechanisms to assess partner quality, readiness, utilization, customer feedback, and future fit.
• Drive process improvement and automation across partner onboarding, engagement workflows, rules of engagement, and systems used to manage subcontractor operations across regions to reduce manual effort and improve data accuracy.

Requirements

• Demonstrated progressive experience in subcontractor partner management, Professional Services operations, partner programs, channel or ecosystem roles, or services-partner management within a technology company.
• Experience building, managing, and improving partner operating models or programs that support scalable services delivery.
• Strong working knowledge of partner administration, contract processes, and terms and conditions management in partnership with Legal, Finance, Procurement, and Operations teams.
• Ability to work effectively across Professional Services, Sales, Ecosystems, Marketing, Enablement, Finance, Legal, IT, Security, and regional delivery stakeholders.
• Experience managing strategic partner relationships and building credibility with both internal stakeholders and external partner executives.
• Strong program and project management skills, including process documentation, workflow improvement, governance, reporting, and global operational execution.
• Data-informed thinking and operational rigor, with the ability to track partner performance, capacity, readiness, and risk while translating findings into clear recommendations.
• Familiarity with systems used in partner and services operations, such as customer relationship management (CRM), professional services automation (PSA), procurement, and partner portal tools, and the ability to use GitLab.

About the team

The Professional Services organization helps customers realize value from GitLab through successful implementation, adoption, and delivery outcomes. This role focuses on partner solutions and subcontractor motions that extend delivery capacity and improve coverage across regions, specialties, and customer scenarios. The work spans partner onboarding, readiness, contracting coordination, operational issue resolution, and performance management.

Compensation and benefits

• United States base salary range: $104,800 - $175,400 USD (base salary range applies to residents of the United States only; does not include bonuses, equity, or benefits).
• Benefits mentioned include health and well-being support, flexible paid time off, team member resource groups, equity compensation & employee stock purchase plan, growth and development fund, and parental leave (links to GitLab handbook provided in the original posting).

Additional information

• Role listed as Remote, US. GitLab hires new team members in countries around the world; some roles may carry specific location-based eligibility requirements. The Talent Acquisition team can assist with location questions.
• Privacy and recruitment policies are provided in the original posting. GitLab is an equal opportunity employer and provides accommodation options during the recruiting process.