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Salary: USD 104,800 - 176,400 / annual
GitLab is seeking a Senior Ecosystem Operations Manager to own the technology, processes, and operational infrastructure behind its channel, distribution, OEM, GSI, and MSP partnerships. You will serve as the primary process owner for deal registration, partner programs, partner quote-to-cash, and partner attribution, combining operational strategy with hands-on execution and leveraging AI to automate workflows and scale ecosystem operations.
Key responsibilities include:
- 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, NFR licenses, rebates, and incentives, including eligibility tracking, approval routing, and payments.
- Administer the partner technology ecosystem, including Impartner PRM, Salesforce 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, ERP, quoting, billing, and financial systems. Lead prioritization and UAT for implementations, migrations, and platform enhancements.
- 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.
- 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. Own channel price files and partner quoting for product launches and SKU changes.
Requirements:
- Experience in B2B SaaS channel or partner operations, with direct ownership of ecosystem workflows and ability to work independently in a remote environment.
- Hands-on experience with Impartner or 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 understanding of OEM, GSI, and MSP transaction structures.
- 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 UAT through release.
- Hands-on experience using AI tools and building agents to automate operational workflows.
- Experience resolving ambiguous operational escalations across systems, teams, and partner relationships, and aligning Deal Desk, IT, Finance, Compensation, Legal, and Sales around operational changes.
