Ecosystem Operations Specialist

An overview of this role

As an Ecosystem Operations Specialist, you'll help turn GitLab's Ecosystem go-to-market strategy into reliable day-to-day execution. You'll be a trusted operational resource and first point of contact for sellers, Ecosystem Sales Managers, partners, and cross-functional teams, supporting partner business from account setup and deal registration through quoting, ordering, and post-sales operational support. You'll resolve standard issues, improve processes and data quality, and route commercial, policy, finance, legal, and systems decisions to the right owners so Ecosystem Sales Managers can focus on partner strategy, pipeline creation, and deal progression.

What you'll do

• Execute partner-sourced and partner-influenced workflows, including intake, account and opportunity setup or linking, deal registrations, cloud co-sell referrals, validation, routing, approval follow-up, 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, including attribution, program compliance, and post-sales support. Identify and route exceptions requiring commercial, policy, contractual, pricing, payment, or systems decisions to the appropriate owner.
• Execute and improve partner program workflows, including onboarding, not-for-resale licensing, certifications, rebates, Professional Services Partner eligibility, Letters of Authorization, and channel price files. Collaborate with Programs and policy owners on required notifications, documentation, and compliance reporting.
• 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 company objectives and key results.
• 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 and operational requirements, test process or system changes, and support automation and scalable self-service improvements.
• Maintain process documentation, how-to guides, and best practices, and deliver office hours, operational training, and communications when processes or systems change.

What you'll bring

• Relevant experience in partner operations, sales operations, deal desk, order management, finance operations, or a similar revenue operations environment, including direct support for sales or partner sales teams, distributors, and partners, along with an 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 artificial intelligence (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 the ability to prioritize requests, investigate issues, identify exceptions, and escalate decisions to the appropriate owner, along with 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 experience includes Impartner or similar tools, SQL, or Snowflake.

About the team

The Ecosystem team supports GitLab's partner go-to-market strategy. In this role, you'll work with Ecosystem Sales Managers, global distributors, partners, sellers, and cross-functional teams to keep partner operations moving and make process health visible. We focus on accurate transactions, reliable partner data, consistent program execution, and reducing operational friction so our Ecosystem Sales Managers can focus on partner strategy and field engagement.