Senior Professional Services Partners Manager at GitLab

Senior Professional Services Partners Manager at GitLab — BranchFactor

BranchFactor Summary

The original posting with the fluff stripped out

Management level: People management
Employment: Remote

Compensation

Base salary	US$105,000 – US$175,500 / yr

Role speciality

Subcontractor Partner Solutions

Original posting

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

As the Senior Professional Services Partners Manager, Subcontractor Partner Solutions, you will own the strategy, operating model, and partner relationship framework for GitLab's subcontractor and services partner bench. In this role, you will help scale high-quality Professional Services delivery by building the systems, governance, and partner motions that allow external delivery capacity to work effectively alongside GitLab teams. This role sits at the center of Professional Services and works closely with Ecosystems, Sales, Enablement, Finance, Legal, Procurement, IT, Security, and regional delivery management to create a consistent, global approach to subcontractor partner onboarding, readiness, compliance, and performance.

You will be tasked with improving how GitLab identifies, enables, governs, and grows subcontractor partners so they can support customer engagements with quality and consistency. In your first year, you will help mature the subcontractor partner model by strengthening lifecycle processes, improving visibility into partner skills and capacity, and creating better alignment between Professional Services delivery needs and broader partner strategy. This is a strong fit for someone who enjoys solving operational complexity, building scalable programs, and working across many teams to improve delivery outcomes for customers and internal stakeholders.

Building and improving a global subcontractor partner operating model that supports onboarding, readiness, delivery management, and offboarding
Partnering across Professional Services, Ecosystems, Legal, Finance, Procurement, and regional delivery teams to streamline contracting, access, governance, and partner performance management

What you’ll do

Own the subcontractor partner operating model for Professional Services, including partner company onboarding, partner consultant lifecycle management, access coordination, readiness tracking, shadow and reverse-shadow progression, status management, and offboarding.
Develop and execute a global strategy for subcontractor and services partners that expands delivery capacity while maintaining quality, customer satisfaction, and alignment with regional business needs, using capacity, quality, and customer satisfaction metrics to guide decisions.
Serve as the primary relationship manager for strategic subcontractor and services partners, building strong partnerships with partner principals and delivery managers.
Partner with Professional Services, Delivery, project management, and regional leadership to identify staffing needs, evaluate partner resources, and maintain visibility into partner inventory, skills, capacity, rate administration, and specialty coverage to improve staffing match rates and reduce delivery coverage gaps.
Manage or materially support contract and engagement workflows, including contract initiation, work authorization governance, purchase order coordination, invoice routing, retainer administration, renewals, and related cross-functional follow-through.
Improve partner delivery readiness by shaping onboarding guidance, enablement expectations, shadowing requirements, certification alignment, and consistent delivery standards.
Establish and maintain partner performance scorecards, feedback loops, and compliance mechanisms to assess partner quality, readiness, utilization, customer feedback, and future fit.
Drive process improvement and automation across partner onboarding, engagement workflows, rules of engagement, and systems used to manage subcontractor operations across regions to reduce manual effort and improve data accuracy.

What you’ll bring

Demonstrated progressive experience in subcontractor partner management, Professional Services operations, partner programs, channel or ecosystem roles, or services-partner management within a technology company.
Experience building, managing, and improving partner operating models or programs that support scalable services delivery.
Strong working knowledge of partner administration, contract processes, and terms and conditions management in partnership with Legal, Finance, Procurement, and Operations teams.
Ability to work effectively across Professional Services, Sales, Ecosystems, Marketing, Enablement, Finance, Legal, IT, Security, and regional delivery stakeholders.
Experience managing strategic partner relationships and building credibility with both internal stakeholders and external partner executives.
Strong program and project management skills, including process documentation, workflow improvement, governance, reporting, and global operational execution.
Data-informed thinking and operational rigor, with the ability to track partner performance, capacity, readiness, and risk while translating findings into clear recommendations.
Familiarity with systems used in partner and services operations, such as customer relationship management, professional services automation, procurement, and partner portal tools, and the ability to use GitLab.

About the team

The Professional Services organization helps customers realize value from GitLab through successful implementation, adoption, and delivery outcomes. Within that broader group, this role focuses on our partner solutions and subcontractor motions that extend delivery capacity and improve coverage across regions, specialties, and customer scenarios. We work across internal boundaries to make sure external partners can operate in a way that is consistent with GitLab standards, delivery methodology, and customer expectations.

This is a highly cross-functional environment where success is driven by clear processes, strong documentation, thoughtful governance, and strong relationships. The work spans partner onboarding, readiness, contracting coordination, operational issue resolution, and performance management, while also helping strengthen alignment between Professional Services and Ecosystems. If you enjoy building structure in a fast-moving environment and creating repeatable systems that help teams deliver better as a team, this team offers meaningful impact.

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—$175,400 USD

How GitLab Supports Full-Time Employees

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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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.