Founding Partnerships Lead (UK)

Gitlab

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 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.   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.

Kickstarter

Kickstarter is the leading crowdfunding platform for creative projects across film, games, music, art, design, and technology. Since our founding in 2009, our mission to help bring creative projects to life has been powered by the people behind the work. Together, we’ve helped creators around the world launch creative projects that have generated billions of dollars in pledges. That same commitment extends inward. Rooted in shared values, Kickstarter invests in the growth and success of our team, treating employees as whole people and empowering them with the autonomy and space to participate in decisions that shape their work and our company. Kickstarter is seeking a passionate and strategic Account Director, Design & Technology to join our Outreach team. This role sits at the heart of our efforts to connect with and support creators, playing a vital role in driving engagement and ensuring creators have the resources and guidance they need to succeed on our platform. Reporting to the Head of Design & Technology, the Account Director, Design & Technology will work closely with cross-functional teams to develop and implement outreach strategies, cultivate relationships within creative communities, and advocate for creators' needs internally. As the key contributor to the company's strategy in the Design & Technology categories, this role works across functions to develop and maintain key relationships and partnerships to strengthen Kickstarter's community of Design & Technology creators. You are responsible for maintaining and growing market share in the category through hitting key targets for acquisition of new business and retention of priority creators. The ideal candidate is a proactive, relationship-driven professional with a deep understanding of Design & Technology; strong communication skills; and a passion for empowering creators to bring their projects to life. The salary for this role in the United States is $113,600. CREATOR ENGAGEMENT & SUPPORT * Build and strengthen relationships with creators in Kickstarter’s community, connecting with promising businesses and individuals who could use Kickstarter to bring impactful projects to life. * Track creator interactions using Kickstarter’s CRM, ensuring adherence to service-level agreements (SLAs) for curation and outreach support. * Own relationships with top-tier creators in the category of focus, assuring consistent communication to retain their business and collaborating with Kickstarter’s creator success team to support their launches. COMMUNITY EDUCATION & DEVELOPMENT * Develop and refine category-specific educational resources in collaboration with internal teams to better support creators. * Identify opportunities to educate and empower creators by sharing best practices, industry insights, and platform resources. * Serve as the face of Kickstarter within the category of focus, working with Kickstarter’s Communications and Marketing teams to pursue press appearances as well as in-person and virtual one-to-many community development opportunities. PARTNERSHIP & ECOSYSTEM BUILDING * Establish and strengthen relationships with institutions and partners within the broader creative ecosystem to build Kickstarter’s referral pipeline. * Collaborate with industry stakeholders to expand Kickstarter's reach and visibility within key creative communities. Event Strategy & Representation * Contribute to Kickstarter’s strategy for industry events, attending as a representative to engage with creators and industry audiences through networking and public speaking opportunities. * Leverage events to connect with new and returning creators, positioning Kickstarter as the go-to platform for their funding needs. Strategic Outreach & Growth * Contribute to the strategy for category of focus, collaborating across the company to meet key targets for revenue, creator retention, and growth. * Advocate for Kickstarter in a competitive funding landscape, identifying and pitching new prospective creators while working to re-engage and win back those exploring alternate funding paths. * Gather market intelligence on industry trends and competing platforms to inform outreach strategies and positioning. Product Adoption & Feedback Loop * Support the development and rollout of new product features and services by recruiting beta participants and driving adoption among priority creators. * Serve as an internal champion for the needs of creators, surfacing feedback on product, policies, and user experience to internal stakeholders and collaborating across teams to enhance the creator experience. CONTENT & MARKETING COLLABORATION * Utilize Kickstarter’s category-specific curation channels to showcase creators' work and collaborate with marketing teams to feature priority creators across brand channels. * Develop strategies to highlight success stories and inspire new creators to engage with Kickstarter. ABOUT YOU * You have at least 5 years of professional experience working in Design & Technology, including a network of connections with the community and industry knowledge. * You have strong knowledge of Design & Technology and an understanding of what makes projects in these areas a good fit for Kickstarter. * You have a demonstrated ability to collaborate and execute on strategic plans that get data-driven results. * You have exceptional communication skills: adept at speaking and presenting to small and large groups, speaking to the press, and able to represent Kickstarter in a positive light at industry events. * You have a strong sense of what makes projects within your categories of focus stand out — with the ability to assess quality, innovation, creativity, and clarity of presentation when reviewing a campaign independently. * Bonus points if you are a creator within your categories of focus, an entrepreneur, and/or a Kickstarter creator. * Bonus points if you have professional experience and connections within an area of potential for Kickstarter (i.e. a domain where we don't already have a strong audience). Our Fully Virtual Team We’re currently able to support employees based in the following US locations: CA, CO, CT, GA, IL, MA, MD, NC, NJ, NY, OR, SC, VA, VT, and WA. We're also able to support employees in the United Kingdom. If you live in—or are willing to move to—any of these locations, we look forward to your application! If there is a required or preferred location for an open role, it will be listed in the job description. Kickstarter is an equal opportunity employer. As part of our commitment to fight for equality, we work to ensure a fair and consistent interview process. We celebrate diversity, and we are committed to an inclusive work environment. Reminder to applicants: Authentic communications from Kickstarter will always originate from official Kickstarter email domains (@kickstarter.com). Exercise caution and verify the legitimacy of anyone who claims to be representing Kickstarter on other platforms. Please reach out to Kickstarter’s Help Center to report potentially fraudulent contact here: https://help.kickstarter.com/hc/en-us/requests/new

Kickstarter

Kickstarter is the leading crowdfunding platform for creative projects across film, games, music, art, design, and technology. Since our founding in 2009, our mission to help bring creative projects to life has been powered by the people behind the work. Together, we’ve helped creators around the world launch creative projects that have generated billions of dollars in pledges. That same commitment extends inward. Rooted in shared values, Kickstarter invests in the growth and success of our team, treating employees as whole people and empowering them with the autonomy and space to participate in decisions that shape their work and our company. Kickstarter is seeking a passionate and strategic Account Director, Publishing to join our Outreach team. This role sits at the heart of our efforts to connect with and support creators, playing a vital role in driving engagement and ensuring creators have the resources and guidance they need to succeed on our platform. Reporting to the Director, Outreach, the Account Director, Publishing will work closely with cross-functional teams to develop and implement outreach strategies, cultivate relationships within creative communities, and advocate for creators' needs internally. As a key contributor to the company’s strategy in the Publishing category, they work across functions to develop and maintain key relationships and partnerships to strengthen Kickstarter’s community of Publishing creators. They are responsible for maintaining and growing market share in the category though hitting key targets for acquisition of new business and retention of priority creators. The ideal candidate is a proactive, relationship-driven professional with a deep understanding of publishing; strong communication skills; and a passion for empowering creators to bring their projects to life.  The salary for this role in the United States is $113,600. CREATOR ENGAGEMENT & SUPPORT * Build and strengthen relationships with creators in Kickstarter’s community, connecting with promising creators, publishers, and authors who could use Kickstarter to bring impactful projects to life. * Track creator interactions using Kickstarter’s CRM, ensuring adherence to service-level agreements (SLAs) for curation and outreach support. * Own relationships with top-tier creators in the category of focus, assuring consistent communication to retain their business and collaborating with Kickstarter’s creator success team to support their launches. COMMUNITY EDUCATION & DEVELOPMENT * Develop and refine category-specific educational resources in collaboration with internal teams to better support creators. * Identify opportunities to educate and empower creators by sharing best practices, industry insights, and platform resources. * Serve as the face of Kickstarter within the category of focus, working with Kickstarter’s Communications and Marketing teams to pursue press appearances as well as in-person and virtual one-to-many community development opportunities. Partnership & Ecosystem Building * Establish and strengthen relationships with institutions and partners within the broader creative ecosystem to build Kickstarter’s referral pipeline. * Collaborate with industry stakeholders to expand Kickstarter's reach and visibility within key creative communities. EVENT STRATEGY & REPRESENTATION * Contribute to Kickstarter’s strategy for industry events, attending as a representative to engage with creators and industry audiences through networking and public speaking opportunities. * Leverage events to connect with new and returning creators, positioning Kickstarter as the go-to platform for their funding needs. STRATEGIC OUTREACH & GROWTH * Contribute to the strategy for category of focus, collaborating across the company to meet key targets for revenue, creator retention, and growth. * Advocate for Kickstarter in a competitive funding landscape, identifying and pitching new prospective creators while working to re-engage and win back those exploring alternate funding paths. * Gather market intelligence on industry trends and competing platforms to inform outreach strategies and positioning. Product Adoption & Feedback Loop * Support the development and rollout of new product features and services by recruiting beta participants and driving adoption among priority creators. * Serve as an internal champion for the needs of creators, surfacing feedback on product, policies, and user experience to internal stakeholders and collaborating across teams to enhance the creator experience. CONTENT & MARKETING COLLABORATION * Utilize Kickstarter’s category-specific curation channels to showcase creators' work and collaborate with marketing teams to feature priority creators across brand channels. * Develop strategies to highlight success stories and inspire new creators to engage with Kickstarter. ABOUT YOU * At least 5 years of professional experience working in the publishing industry, including a network of connections and a focus in one or more of the following areas:  * Literary and talent agencies * Large traditional publishing houses * Influencer, celebrity, and content creator publishing * Experience working as an acquisitions editor, literary agent, or other sales and business development roles within the publishing industry. * Demonstrated ability to collaborate, and execute on strategic plans that get data driven results. * Exceptional communication skills: adept at speaking and presenting to small and large groups, speaking to the press, and has the ability to represent Kickstarter in a positive light at industry events. * Strong sense of what makes projects within their category of focus standout – ability to assess quality, innovation, creativity, and clarity of presentation when reviewing a campaign independently. * Bonus points if they are a creator within their category of focus, entrepreneur, and/or Kickstarter creator. * Bonus points if they have professional experience and connections within an area of potential for Kickstarter (i.e. a domain where we don’t already have a strong audience). WHAT YOU'LL ENJOY * A fully remote workforce with plenty of opportunities to get to know your colleagues * 100% employer-paid health plan offerings * 16 paid vacation days, 10 sick days, and a company-wide winter break between Christmas and New Year’s * 25 volunteer hours each year to give back to your community * 16 weeks of parental leave plus fertility/family planning resources * Annual stipends including a Remote Working & Wellness Stipend of $3,000 USD (prorated) each calendar year for expenses related to remote working, wellness, health, and fitness and a $500 Role Development Stipend * Kickstarter currently operates with a 4-day workweek, a model that aligns with our belief in a healthy work-life balance and gives staff the space to be more than their work Incredibly talented and inspiring colleagues who know how to blend their creative endeavors into their work You can read more about our benefits and working at Kickstarter at our Jobs page: https://jobs.kickstarter.com/ Our Fully Virtual Team We’re currently able to support employees based in the following US locations: CA, CO, CT, GA, IL, MA, MD, NC, NJ, NY, OR, SC, VA, VT, and WA. We're also able to support employees in the United Kingdom. If you live in—or are willing to move to—any of these locations, we look forward to your application! If there is a required or preferred location for an open role, it will be listed in the job description. Kickstarter is an equal opportunity employer. As part of our commitment to fight for equality, we work to ensure a fair and consistent interview process. We celebrate diversity, and we are committed to an inclusive work environment. Reminder to applicants: Authentic communications from Kickstarter will always originate from official Kickstarter email domains (@kickstarter.com). Exercise caution and verify the legitimacy of anyone who claims to be representing Kickstarter on other platforms. Please reach out to Kickstarter’s Help Center to report potentially fraudulent contact here: https://help.kickstarter.com/hc/en-us/requests/new