AI-Driven Ecosystem Operations Leader

Resume Skip; United States; Remote; USD 105,000 - 176,000; Full time

Benefits offered by this job

Flexible PTO

Equity compensation

Parental leave

Growth & development fund

Employee resource groups

Job summary

GitLab is seeking a Senior Ecosystem Operations Manager to own the technology, processes, and operational infrastructure for our partner ecosystem, including channel, distribution, OEM, GSI, and MSP partnerships. You will drive deal registration, partner programs, and quote-to-cash, leveraging AI to automate workflows and scale operations.

You will shape partner go-to-market, manage systems like Impartner and Salesforce CRM, and partner with cross-functional teams to ensure data integrity,

Qualifications

• Experience in business-to-business software-as-a-service channel or partner operations with ownership of ecosystem workflows.
• Hands-on 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.
• Direct experience operating partner programs, including tiering, certification compliance, rebates, and incentives.
• Experience designing and documenting complex operational processes for distributed teams, and leading UAT through release.
• Hands-on experience using AI tools to automate operational workflows and deliver working solutions.
• Experience resolving escalations across systems and aligning multiple stakeholders 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.
• Own operational execution of partner tiering, onboarding, certification compliance, NFR licenses, rebates, and incentives.
• Administer the partner technology ecosystem, including PRM, CRM partner objects, deal registration, and partner portals.
• Maintain data integrity and co-manage vendor roadmaps, renewals, and service-level accountability.
• Partner with Revenue Technologies and Systems to maintain integrations across partner platforms and ERP, including UAT for implementations.
• Lead ecosystem month-end close with Deal Desk, Compensation, AR, and Finance, covering territory review and reconciliations.
• Identify and deploy AI agents to automate workflows, reducing manual effort and cycle times.
• Maintain the ecosystem process maps, runbooks, training materials, and channel price files for product launches.

Skills

SaaS channel ops

Partner operations

Ecosystem workflows

AI automation

PRM (Impartner) experience

Salesforce CRM

Deal registration

Two-tier distribution

Tools

Impartner

Salesforce CRM

ERP systems

BI dashboards

Job description

GitLab is seeking a Senior Ecosystem Operations Manager to own the technology, processes, and operational infrastructure for our partner ecosystem, including channel, distribution, OEM, GSI, and MSP partnerships. You will drive deal registration, partner programs, and quote-to-cash, leveraging AI to automate workflows and scale operations.

You will shape partner go-to-market, manage systems like Impartner and Salesforce CRM, and partner with cross-functional teams to ensure data integrity,