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An overview of this role
As the Senior Professional Services Partners Manager, Subcontractor Partner Solutions, you will own the strategy, operating model, and partner relationship framework for GitLab's subcontractor and services partner bench. In this role, you will help scale high-quality Professional Services delivery by building the systems, governance, and partner motions that allow external delivery capacity to work effectively alongside GitLab teams. This role sits at the center of Professional Services and works closely with Ecosystems, Sales, Enablement, Finance, Legal, Procurement, IT, Security, and regional delivery management to create a consistent, global approach to subcontractor partner onboarding, readiness, compliance, and performance.
You will be tasked with improving how GitLab identifies, enables, governs, and grows subcontractor partners so they can support customer engagements with quality and consistency. In your first year, you will help mature the subcontractor partner model by strengthening lifecycle processes, improving visibility into partner skills and capacity, and creating better alignment between Professional Services delivery needs and broader partner strategy. This is a strong fit for someone who enjoys solving operational complexity, building scalable programs, and working across many teams to improve delivery outcomes for customers and internal stakeholders.
- Building and improving a global subcontractor partner operating model that supports onboarding, readiness, delivery management, and offboarding
- Partnering across Professional Services, Ecosystems, Legal, Finance, Procurement, and regional delivery teams to streamline contracting, access, governance, and partner performance management
What you’ll do
- Own the subcontractor partner operating model for Professional Services, including partner company onboarding, partner consultant lifecycle management, access coordination, readiness tracking, shadow and reverse-shadow progression, status management, and offboarding.
- Develop and execute a global strategy for subcontractor and services partners that expands delivery capacity while maintaining quality, customer satisfaction, and alignment with regional business needs, using capacity, quality, and customer satisfaction metrics to guide decisions.
- Serve as the primary relationship manager for strategic subcontractor and services partners, building strong partnerships with partner principals and delivery managers.
- Partner with Professional Services, Delivery, project management, and regional leadership to identify staffing needs, evaluate partner resources, and maintain visibility into partner inventory, skills, capacity, rate administration, and specialty coverage to improve staffing match rates and reduce delivery coverage gaps.
- Manage or materially support contract and engagement workflows, including contract initiation, work authorization governance, purchase order coordination, invoice routing, retainer administration, renewals, and related cross-functional follow-through.
- Improve partner delivery readiness by shaping onboarding guidance, enablement expectations, shadowing requirements, certification alignment, and consistent delivery standards.
- Establish and maintain partner performance scorecards, feedback loops, and compliance mechanisms to assess partner quality, readiness, utilization, customer feedback, and future fit.
- Drive process improvement and automation across partner onboarding, engagement workflows, rules of engagement, and systems used to manage subcontractor operations across regions to reduce manual effort and improve data accuracy.
What you’ll bring
- Demonstrated progressive experience in subcontractor partner management, Professional Services operations, partner programs, channel or ecosystem roles, or services-partner management within a technology company.
- Experience building, managing, and improving partner operating models or programs that support scalable services delivery.
- Strong working knowledge of partner administration, contract processes, and terms and conditions management in partnership with Legal, Finance, Procurement, and Operations teams.
- Ability to work effectively across Professional Services, Sales, Ecosystems, Marketing, Enablement, Finance, Legal, IT, Security, and regional delivery stakeholders.
- Experience managing strategic partner relationships and building credibility with both internal stakeholders and external partner executives.
- Strong program and project management skills, including process documentation, workflow improvement, governance, reporting, and global operational execution.
- Data-informed thinking and operational rigor, with the ability to track partner performance, capacity, readiness, and risk while translating findings into clear recommendations.
- Familiarity with systems used in partner and services operations, such as customer relationship management, professional services automation, procurement, and partner portal tools, and the ability to use GitLab.
About the team
The Professional Services organization helps customers realize value from GitLab through successful implementation, adoption, and delivery outcomes. Within that broader group, this role focuses on our partner solutions and subcontractor motions that extend delivery capacity and improve coverage across regions, specialties, and customer scenarios. We work across internal boundaries to make sure external partners can operate in a way that is consistent with GitLab standards, delivery methodology, and customer expectations.
This is a highly cross-functional environment where success is driven by clear processes, strong documentation, thoughtful governance, and strong relationships. The work spans partner onboarding, readiness, contracting coordination, operational issue resolution, and performance management, while also helping strengthen alignment between Professional Services and Ecosystems. If you enjoy building structure in a fast-moving environment and creating repeatable systems that help teams deliver better as a team, this team offers meaningful impact.
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—$175,400 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.
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