Ecosystem Operations Specialist

Resume Skip; United States; Remote; USD 86,000 - 146,000; Full time

Benefits offered by this job

Flexible Paid Time Off

Equity Compensation & Employee Stock-P

Growth and Development Fund

Parental Leave

Team Member Resource Groups

Job summary

GitLab is hiring an Ecosystem Operations Specialist to turn go-to-market strategy into reliable day-to-day execution. You’ll be the operational resource for sellers, Ecosystem Sales Managers, partners, and cross-functional teams, supporting partner business from setup through quoting and post-sales support.

You’ll resolve standard issues, improve processes, data quality, and route decisions to owners so Ecosystem Sales Managers can focus on strategy, pipeline, and deal progression.

Qualifications

• Experience in partner operations, sales operations, or revenue operations supporting sales/partner teams.
• Familiarity with quote-to-cash processes and channel programs.
• Experience with Salesforce and partner-management systems or portals.
• Strong analytical skills and ability to build dashboards from data.

Responsibilities

• Execute partner workflows including intake, account setup, deal registrations, and routing for approvals and issues.
• Process partner quote requests, receive PO, and prepare opportunities with Sales, Deal Desk, Billing and Finance.
• Guide partners and sellers on operational questions and route exceptions to the appropriate owner.
• Execute and improve partner program workflows (onboarding, licensing, certifications, rebates, eligibility).
• Monitor Salesforce and partner data for gaps, ownership, and data quality; support month-end close and reporting.
• Build dashboards and present updates on backlog, turnaround time, pipeline, attribution and compliance.
• Investigate friction, document root causes, and support automation and self-service improvements.
• Maintain process docs and deliver enablement materials and trainings.

Skills

Partner operations

Sales operations

Deal desk

Order management

Finance operations

Salesforce

BI tools

AI productivity tools

Tools

Impartner

SQL

Snowflake

Job description

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. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our valuesand continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

An overview of this role

As an Ecosystem Operations Specialist, you'll help turn GitLab's Ecosystem go-to-market strategy into reliable day-to-day execution. You'll be a trusted operational resource and first point of contact for sellers, Ecosystem Sales Managers, partners, and cross-functional teams, supporting partner business from account setup and deal registration through quoting, ordering, and post-sales operational support. You'll resolve standard issues, improve processes and data quality, and route commercial, policy, finance, legal, and systems decisions to the right owners so Ecosystem Sales Managers can focus on partner strategy, pipeline creation, and deal progression.

What you'll do

• Execute partner-sourced and partner-influenced workflows, including intake, account and opportunity setup or linking, deal registrations, cloud co-sell referrals, validation, routing, approval follow-up, and standard issue resolution.
• Process partner quote requests against documented pricing and program requirements, receive purchase orders, and prepare opportunities for closure with Sales, Deal Desk, Billing, and Finance. Support marketplace and two-tier transactions involving distributors, resellers, and cloud providers.
• Guide partners, distributors, sellers, and Ecosystem Sales Managers through operational questions, including attribution, program compliance, and post-sales support. Identify and route exceptions requiring commercial, policy, contractual, pricing, payment, or systems decisions to the appropriate owner.
• Execute and improve partner program workflows, including onboarding, not-for-resale licensing, certifications, rebates, Professional Services Partner eligibility, Letters of Authorization, and channel price files. Collaborate with Programs and policy owners on required notifications, documentation, and compliance reporting.
• Monitor Salesforce and partner-management data for missing links, incorrect ownership, incomplete attribution, failed synchronization, and recurring defects. Support month-end close, recurring data controls, and ad hoc reporting tied to projects and company objectives and key results.
• Build and present dashboards and business updates on backlog, aging, turnaround time, approvals, pipeline, attribution, data quality, compliance, and process health. Share trends, risks, blockers, and recommended actions in regional and global partner team meetings.
• Investigate recurring friction and manual work, document root causes and operational requirements, test process or system changes, and support automation and scalable self-service improvements.
• Maintain process documentation, how-to guides, and best practices, and deliver office hours, operational training, and communications when processes or systems change.

What you'll bring

• Relevant experience in partner operations, sales operations, deal desk, order management, finance operations, or a similar revenue operations environment, including direct support for sales or partner sales teams, distributors, and partners, along with an interest in GitLab and open source software.
• Experience with enterprise quote-to-cash processes and configure, price, quote tools or other commercial systems in a channel or partner context.
• Experience with Salesforce and partner-management systems or portals.
• Strong analytical skills, including advanced spreadsheets, dashboard building in Salesforce or business intelligence tools such as Tableau, and turning data into clear recommendations.
• Hands-on experience using generative artificial intelligence (AI) tools to improve operational productivity, quality, or scale, including writing effective prompts, judging when outputs need human review, and sharing useful approaches with others.
• Strong problem-solving skills, attention to detail, and the ability to prioritize requests, investigate issues, identify exceptions, and elevate decisions to the appropriate owner, along with experience contributing to process improvement and automation.
• Clear written and verbal communication, including explaining operational requirements to technical and non-technical audiences, documenting processes, creating enablement materials, and collaborating across Sales, Ecosystem, Programs, Deal Desk, Finance, Legal, Billing, and Systems.
• Preferred experience includes Impartner or similar tools, SQL, or Snowflake.

About the team

The Ecosystem team supports GitLab's partner go-to-market strategy. In this role, you'll work with Ecosystem Sales Managers, global distributors, partners, sellers, and cross-functional teams to keep partner operations moving and make process health visible. We focus on accurate transactions, reliable partner data, consistent program execution, and reducing operational friction so our Ecosystem Sales Managers can focus on partner strategy and field engagement.

The base salary range for this role’s listed level is currently for residents of theUnited States only. This range is intended to reflect the role's base salary rate in locations throughout the US.Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data,and geographic location.The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range

$86,400—$146,400 USD

How GitLab Supports Full-Time Employees

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See alsoGitLab’s EEO PolicyandEEO is the Law. If you have a disability or special need that requiresaccommodation, please let us know during therecruiting process.