Senior Ecosystem Operations Manager

Gitlab; EE. UU.; A distancia; USD 120.000 - 190.000; Jornada completa

Descripción de la vacante

GitLab is seeking a Senior Ecosystem Operations Manager to own the technology and processes behind our partner ecosystem, including channel, distribution, OEM, GSI, and MSP partnerships.

You will drive deal registration, partner programs, and quote-to-cash, combining operational strategy with hands-on execution and AI-powered automation to scale ecosystem operations.

Formación

• Experience in B2B SaaS channel or partner operations.
• Ability to own ecosystem workflows and work independently remotely.
• Familiarity with partner programs, tiering, rebates, and incentives.

Responsabilidades

• Design and govern end-to-end partner processes including deal registration, referral registration, and quote-to-cash.
• Own onboarding, certification, NFR licenses, rebates, incentives, and eligibility routing.
• Administer partner tech ecosystem (PRM, Salesforce CRM) and ensure data integrity.
• Lead integrations across platforms and drive AI-enabled workflow automation.

Conocimientos

SaaS channel ops

Impartner PRM

Salesforce CRM

Two-tier distribution

Partner programs

Deal registration

AI workflow automation

Herramientas

Impartner PRM

Salesforce CRM

Descripción del empleo

the company is the intelligent orchestration platform for DevSecOps. the company 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 the company to ship better, more secure software faster.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. the company 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 the company 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 the company.*

An overview of this role

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

What you'll do

• 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, and resolve 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.

• Own and 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 one standard partner attribution record across the customer lifecycle. Serve as a resource for Ecosystem Sales, partners, and internal teams on attribution, territory, and compensation-impacting data, and 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 for opportunities 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 the company Work Items.

What you'll bring

• 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, plus an 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.

About the team

Our Ecosystem Operations team works closely with Systems, Revenue Technologies, Deal Desk, Ecosystem Programs, Enablement, Finance, Compensation, and Legal. We enable consistent execution across Ecosystem Operations Specialists and cross-functional partners. You'll also partner with the Senior Hyperscaler Operations Manager, who owns Amazon Web Services and Google Cloud operations, on shared systems, the ecosystem data model, and month-end close.

*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*