GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.
Ecosystem Specialist
at GitLab
Remote, Americas
An overview of this role
Global Ecosystem Specialists are critical to GitLab's Ecosystem Go-To-Market strategy, serving as trusted subject matter experts for internal teams and partners. They manage partner and sales team relationships while providing operational support and establishing best practices to ensure GitLab's partner ecosystem remains efficient, scalable, and compliant. This role is instrumental in accelerating growth and creating lasting value for both GitLab and its partner ecosystem.
Ecosystem Specialist Responsibilities
- Validate and process partner quote requests to drive operational efficiency and ensure compliance with pricing policies, deal registration requirements, and program guidelines
- Receive partner purchase orders, prepare opportunities for closure, and collaborate with sales, deal desk, and billing teams to ensure accurate and timely booking
- Build and manage relationships with our global distributors and partners, and collaborate to develop scalable QTC processes
- Provide daily operational support and enablement to sales, partners, and cross-functional teams for all partner-related inquiries (e.g., accounts, deal registrations, opportunities, quotes and orders, post-sales support, program compliance, reporting/dashboards)
- Develop, manage, and continuously improve critical partner processes including partner onboarding, deal registration, NFR licensing, rebates, and certifications
- Collaborate with Programs team to ensure notifications and reporting are in place for program compliance
- Present key business updates and dashboard metrics during weekly partner team calls to enable data-driven pipeline management and support sales team effectiveness
- Document and maintain processes and best practices to enable our Sellers, Partners, Ecosystem Operations team members, and other cross-functional GitLab teams
- Deliver ad hoc reporting requests to support projects and company OKRs
Ecosystems Specialist Requirements
- Demonstrated familiarity with the Enterprise SaaS/B2B Industry - Partner Operations, Sales Operations, Deal Desk, Order Management, or Finance Operations experience preferred
- Experience with enterprise QTC processes and CPQ tools in a channel/partner context
- Demonstrated ability to manage multiple stakeholders and balance competing priorities
- Experience working directly with sales/partner sales teams and partners
- SFDC experience and knowledge of partner management systems (e.g., Partner Portal) and enterprise SaaS tools
- Experience with Microsoft Excel or Google Sheets with exposure to VBA/Script Editor and querying is preferred
- Strong analytical ability and able to prioritize multiple projects
- Excellent written/verbal communication
- Proven ability to thrive in a fluid, fast-paced environment
- Interest in GitLab, and open source software
- Shares GitLab’s values and works in accordance with those values
How GitLab will support you
- Benefits to support your health, finances, and well-being
- All remote, asynchronous work environment
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and development budget
- 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.
To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.
Additional details about our process can be found on our hiring page.
The base salary range for this role’s listed level is currently for residents of listed locations only. 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, and alignment with market data. 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.
California/Colorado/Hawaii/New Jersey/New York/Washington/DC/Illinois/Minnesota pay range
$85,000—$150,000 USD
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.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
