Note: The job is a remote job and is open to candidates in USA. GitLab is an intelligent orchestration platform for DevSecOps, seeking a Hyperscaler Operations Manager to join their Ecosystem Operations team. This role involves overseeing operational governance across GitLab's AWS and GCP partnerships and managing hyperscaler operational initiatives, ensuring accurate and scalable operations aligned with partnership objectives.
Responsibilities
- 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
- 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
- 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
- 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
Skills
- 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
Benefits
- 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
- 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
Company Overview