Senior Hyperscaler Operations Manager - GitLab

About the Role

GitLab is looking for a Senior Hyperscaler Operations Manager to join our Ecosystem Operations team. This role serves as the operational architect for our AWS and GCP partnerships, managing the infrastructure, processes, and technology that underpin our hyperscaler go-to-market strategy.

What You’ll Do

Marketplace Operational Strategy & Execution

• Establish and improve end-to-end marketplace processes, including private offers, CPPO/MCPO structures, and third-party integrations.
• Partner with Deal Desk to define and iterate on workflows across AWS and GCP.
• Manage operational execution of funding initiatives (e.g., AWS SCA, MPOPP, GCP MCCP), including milestone tracking and deal registration.
• Act as the primary escalation point for complex marketplace, co-sell, and billing issues.

Technology Ownership & Administration

• Serve as the primary owner for the hyperscaler technology stack, including Salesforce CRM, Tackle.io, and PRM configurations.
• Maintain system health and data integrity across all hyperscaler-specific tools.
• Identify and build AI agents to automate repetitive workflows, such as offer status tracking and co-sell registration.
• Collaborate with RevTech and Systems to ensure integration health across financial and CRM systems.

Process Design & Governance

• Design and document authoritative process maps for marketplace, co-sell, and funding initiatives.
• Continuously evaluate processes for AI automation opportunities to reduce cycle time and scale capacity.
• Build operational runbooks and lead training for cross-functional teams.
• Lead prioritization for system enhancements and migrations with IT/Enterprise Applications.

What You’ll Bring

• 6+ years of experience in cloud marketplace operations.
• Hands-on experience with Tackle.io or equivalent cloud marketplace management platforms.
• Proficiency in Salesforce CRM (partner objects, opportunity management).
• Deep familiarity with AWS and GCP marketplace mechanics (private offers, co-sell registration, billing).
• Experience managing hyperscaler funding programs (SCA, MPOPP, MCCP).
• Strong cross-functional collaboration skills with Finance, Legal, Deal Desk, and Sales.
• Experience building AI agents or automation solutions for operational workflows.
• Ability to thrive in a fast-moving, remote-first environment with high autonomy.