Senior Ecosystem Operations Manager

GitLab

15h•$104,800 - $176,400•Remote

About The Position

As a Senior Ecosystem Operations Manager at GitLab, you will own the technology, processes, and operational infrastructure supporting channel, distribution, OEM, GSI, and 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, including using AI to automate workflows and scale ecosystem operations. You will administer partner systems and programs, maintain integrations and data integrity, and coordinate implementations and enhancements across business and technical teams. You will establish consistent partner attribution and reporting, lead ecosystem month-end close with cross-functional groups, resolve complex operational escalations, and maintain process documentation, training materials, channel price files, and partner quoting for launches and SKU changes. The Ecosystem Operations team works with Systems, Revenue Technologies, Deal Desk, Ecosystem Programs, Enablement, Finance, Compensation, and Legal. The role also partners with the Senior Hyperscaler Operations Manager on shared systems, the ecosystem data model, and month-end close. GitLab roles are remote, subject to location-based eligibility requirements. The position is listed for US residents with a base salary range of $104,800–$176,400 USD; sales roles may also be eligible for incentive pay, though the posting does not identify this role as a sales role.

Requirements

Experience in B2B SaaS 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.

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; resolve complex registration, quoting, and billing escalations.
Operate partner tiering, onboarding, certification compliance, NFR licenses, rebates, and incentives, including eligibility tracking, approval routing, and payments.
Own and administer partner technology, including Impartner PRM, Salesforce CRM partner objects, deal registration, and partner portals; maintain system health and data integrity and co-manage vendor roadmaps, renewals, and service-level accountability.
Maintain integrations across partner platforms, Salesforce, ERP, quoting, billing, and financial systems, including partner attribution and compensation data flows.
Lead prioritization and user acceptance testing for implementations, migrations, and platform enhancements with IT and Enterprise Applications.
Own the ecosystem data model and work toward a standard 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 for partner pipeline, registration activity, and program performance.
Lead ecosystem month-end close with Deal Desk, Compensation, Accounts Receivable, and Finance, including 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 SKU changes.
Coordinate operational improvements with peers, IT, Finance, Product, and Legal through GitLab Work Items.