Ecosystem Operations Specialist - GitLab

GitLab is the intelligent orchestration platform for DevSecOps, trusted by more than 50 million registered users and over 50% of the Fortune 100 to ship better, more secure software faster.

Overview of the Role

As an Ecosystem Operations Specialist, you will help turn GitLab's Ecosystem go-to-market strategy into reliable day-to-day execution. You will serve as a trusted operational resource and primary point of contact for sellers, Ecosystem Sales Managers, partners, and cross-functional teams. You will support partner business from account setup and deal registration through quoting, ordering, and post-sales operational support, helping route decisions and streamline processes.

What You'll Do

• Execute partner-sourced and partner-influenced workflows, including intake, account and opportunity setup/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.
• 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.
• 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 OKRs.
• Build and present dashboards and business updates on backlog, aging, turnaround time, approvals, pipeline, attribution, data quality, compliance, and process health.
• Investigate recurring friction and manual work, document root causes, test process or system changes, and support automation.
• Maintain process documentation, how-to guides, and best practices, and lead office hours or operational training when workflows change.

What You'll Bring

• Relevant experience in partner operations, sales operations, deal desk, order management, finance operations, or a similar revenue operations environment supporting sales teams, distributors, and partners.
• Experience with enterprise quote-to-cash processes and CPQ (configure, price, quote) tools or commercial systems in a partner/channel context.
• Hands-on experience with Salesforce and partner management systems or portals.
• Strong analytical skills, including advanced spreadsheet capabilities and dashboard building in Salesforce or BI tools such as Tableau.
• Hands-on experience leveraging generative AI tools to improve operational productivity and workflow efficiency.
• Strong problem-solving abilities, attention to detail, and skill in prioritizing requests and investigating exceptions.
• Excellent written and verbal communication skills across technical and non-technical stakeholders.
• Familiarity with or interest in GitLab and open source software.
• Preferred experience with Impartner (or similar PRM tools), SQL, or Snowflake.

Compensation & Benefits

• United States Base Salary Range: $86,400 — $146,400 USD
• Equity compensation & Employee Stock Purchase Plan (ESPP)
• Comprehensive health, financial, and well-being benefits
• Flexible Paid Time Off
• Growth and Development Fund
• Parental Leave
• Team Member Resource Groups