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An overview of this role
GitLab is looking for a Hyperscaler Operations Manager to join our Ecosystem Operations team. This role combines deep operational governance across GitLab's AWS and GCP partnerships with the successful execution of hyperscaler operational initiatives, serving as the operational architect of the hyperscaler GTM and the primary process owner for marketplace, co-sell, and funding operations.
You will own the technology, processes, and operational infrastructure that underpin GitLab's hyperscaler motions, serving as the go-to resource for hyperscaler partners and internal teams. This role sits at the intersection of cloud marketplace mechanics, hyperscaler funding, and systems administration, requiring someone equally comfortable setting GTM strategy, executing operationally, and leveraging AI to automate and scale hyperscaler processes.
You will work closely with Systems, Revenue Technologies, Deal Desk, Enablement, Finance, and Legal to ensure GitLab's hyperscaler operations are accurate, scalable, and aligned to partnership objectives.
What You’ll Do
Marketplace Operational Strategy & Execution
- Establish, oversee, and continuously improve end-to-end marketplace operational processes, including private offer management, CPPO/MCPO structures, and third-party integrations
- Serve as the internal expert on the private offer process end-to-end, partnering closely with Deal Desk to define, document, and iterate on workflows across AWS and GCP
- Own operational execution of hyperscaler funding initiatives such as AWS Strategic Collaboration Agreement (SCA), Marketplace Private Offer Partner Program (MPOPP), and GCP Marketplace Commit to Consume Program (MCCP), including milestone tracking, deal registration, claim workflows, and commit management
- Serve as the escalation point for marketplace and funding operations, resolving complex private offer, co-sell, and billing issues that span multiple systems or stakeholders
Technology Ownership & Administration
- Serve as the primary relationship owner for the hyperscaler technology ecosystem, including Salesforce CRM partner objects, Tackle.io, and hyperscaler-specific PRM configurations
- Administer hyperscaler platforms, maintaining system health and data integrity across all hyperscaler-specific tools and integrations
- Co-manage vendor relationships, including Tackle.io and other marketplace tooling providers, covering roadmap engagement, renewal coordination, and SLA accountability
- Identify and build AI agents to automate repetitive hyperscaler workflows, such as offer status tracking, reporting, and co-sell registration, reducing manual effort and increasing operational throughput
- Partner with RevTech and Systems to maintain integration health across hyperscaler platforms, CRM, and downstream financial systems, including funding success tracking and reporting
Hyperscaler Funding Initiatives & Operational Management
- Drive the operational strategy for hyperscaler funding initiatives across AWS and GCP, translating partnership objectives into co-sell and marketplace revenue plays
- Serve as the point of contact for hyperscaler partners and internal sales teams on funding operations, co-sell execution, utilization, and cross-functional escalations
- Identify opportunities to align hyperscaler funding with pipeline priorities and revenue goals
- Monitor funding performance across marketplace revenue, co-sell pipeline, and utilization; coordinate with Finance, AR, and Legal on billing and commitments
Process Design, Governance & Enablement
- Design, document, and govern end-to-end hyperscaler operational processes, including marketplace, co-sell, and funding initiatives, owning and maintaining the hyperscaler process map as the authoritative reference
- Continuously evaluate hyperscaler processes for AI automation opportunities, building and deploying agents that improve consistency, reduce cycle time, and scale operational capacity
- Drive gap remediation through cross-functional engagement with RSO peers and adjacent teams in IT, Finance, and Legal
- Build and maintain operational runbooks, process documentation, and training materials enabling consistent execution across all cross-functional partners
- Support configuration, testing, and maintenance of hyperscaler-facing and internal tools; document workflows and lead end-user training for field and operational teams
- Lead prioritization for hyperscaler system implementations, migrations, and platform enhancements with IT/Enterprise Applications
- Proactively surface process improvement opportunities and create GitLab Issues to advance the enhancement kickoff process
What You’ll Bring
- 6+ years of experience in cloud marketplace operations with direct ownership of hyperscaler-related workflows
- Hands-on experience with Tackle.io or equivalent cloud marketplace management platforms (AWS and GCP Marketplaces)
- Working knowledge of Salesforce CRM, including partner objects, opportunity management, and basic administration
- Deep familiarity with AWS and GCP marketplace mechanics, including private offer creation, CPPO/MCPO structures, co-sell registration, and billing and disbursement workflows
- Direct experience managing hyperscaler funding initiatives such as SCA, MPOPP, and MCCP, including strategy, operational execution, and compliance requirements
- Familiarity with hyperscaler co-sell operations, including AWS ACE and GCP Partner Advantage structures and operational requirements
- Demonstrated ability to design and document complex operational processes enabling consistent execution across distributed teams
- Hands-on experience working with AI tools and building agents to automate operational workflows; comfort evaluating processes for automation potential and translating them into working solutions
- Experience serving as an operational escalation point, resolving ambiguous issues that span systems, teams, and partner relationships
- Strong cross-functional instincts; you know how to align Deal Desk, IT, Finance, Legal, and Sales stakeholders around operational changes
- Experience with B2B SaaS channel or hyperscaler funding initiatives is a must
- Comfortable operating in a fast-moving, remote-first environment with a high degree of autonomy and a bias toward action
How GitLab will support you
- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental leave
- Home office support
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
United States Salary Range$104,800—$176,400 USDHow GitLab Supports Full-Time Employees
- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.