Senior Ecosystem Operations Manager

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. 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 GitLab 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.