Hyperscaler Operations Manager

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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 USD

How 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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