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Salary: USD 86,400 - 146,400 / annual
GitLab is seeking an Ecosystem Operations Specialist to execute the company's partner go-to-market strategy through reliable day-to-day operations. You will serve as a trusted operational resource and first point of contact for sellers, Ecosystem Sales Managers, partners, and cross-functional teams, supporting the full partner lifecycle from account setup and deal registration through quoting, ordering, and post-sales support.
Key responsibilities include:
- Execute partner workflows including intake, account and opportunity setup, deal registrations, cloud co-sell referrals, validation, routing, 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 regarding attribution, program compliance, and post-sales support
- Identify and route exceptions requiring commercial, policy, contractual, pricing, payment, or systems decisions to appropriate owners
- Execute and improve partner program workflows including onboarding, not-for-resale licensing, certifications, rebates, Professional Services Partner eligibility, 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 OKRs
- Build and present dashboards and business updates on backlog, aging, turnaround time, approvals, pipeline, attribution, data quality, compliance, and process health
- Share trends, risks, blockers, and recommended actions in regional and global partner team meetings
- Investigate recurring friction and manual work, document root causes, test process or system changes, and support automation and scalable self-service improvements
- Maintain process documentation, how-to guides, and best practices; deliver office hours, operational training, and communications when processes or systems change
You will work with Ecosystem Sales Managers, global distributors, partners, sellers, and cross-functional teams to keep partner operations moving and make process health visible. The focus is on accurate transactions, reliable partner data, consistent program execution, and reducing operational friction so Ecosystem Sales Managers can focus on partner strategy and field engagement.
Requirements:
- Relevant experience in partner operations, sales operations, deal desk, order management, finance operations, or similar revenue operations environment, including direct support for sales or partner sales teams, distributors, and partners
- Interest in GitLab and open source software
- Experience with enterprise quote-to-cash processes and configure, price, quote tools or other commercial systems in a channel or partner context
- Experience with Salesforce and partner-management systems or portals
- Strong analytical skills, including advanced spreadsheets, dashboard building in Salesforce or business intelligence tools such as Tableau, and turning data into clear recommendations
- Hands-on experience using generative AI tools to improve operational productivity, quality, or scale, including writing effective prompts, judging when outputs need human review, and sharing useful approaches with others
- Strong problem-solving skills, attention to detail, and ability to prioritize requests, investigate issues, identify exceptions, and escalate decisions to appropriate owners
- Experience contributing to process improvement and automation
- Clear written and verbal communication, including explaining operational requirements to technical and non-technical audiences, documenting processes, creating enablement materials, and collaborating across Sales, Ecosystem, Programs, Deal Desk, Finance, Legal, Billing, and Systems
- Preferred: Impartner or similar tools, SQL, or Snowflake
