Senior Ecosystem Operations Manager - GitLab

GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and over 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.

An Overview of This Role

As a Senior Ecosystem Operations Manager at GitLab, 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.
• Own the ecosystem data model and work toward one standard partner attribution record across the customer lifecycle.
• 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.
• Maintain the authoritative ecosystem process map, runbooks, and training materials. Support tool configuration, testing, and end-user training.

What You'll Bring

• 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.
• Direct experience operating partner programs, including tiering, certification compliance, rebates, and incentives.
• Experience designing and documenting complex operational processes for distributed teams, translating business needs into detailed system requirements.
• Hands-on experience using AI tools and building agents to automate operational workflows.
• Experience resolving ambiguous operational escalations across systems, teams, and partner relationships.