Hyperscaler Operations Manager

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. 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 ex…