Manager, Solutions Architects
Job description
About the role
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. You will lead a distributed group of intermediate and senior Solutions Architects serving enterprise customers in the West sales territory. You will guide your team to act as trusted advisors to GitLab prospects and customers, helping them validate GitLab's Enterprise Edition as the right technical and business solution and supporting successful adoption of the GitLab platform across the entire software development lifecycle. You will hire, coach, and retain a high-performing team, set clear expectations, and be accountable for how your team runs complex technical evaluations, articulates business outcomes, and collaborates with Sales, Engineering, Product Management, and Marketing. You will model the work of a Solutions Architect yourself, from solution design through technical presentations, so your team is equipped to drive meaningful customer change with GitLab.
Key facts
What you'll do
Lead a distributed team of intermediate and senior Solutions Architects supporting Enterprise customers in the West territory.
Coach, mentor, and develop team members through regular feedback, career support, and skills development in both technical and consultative areas.
Grow and retain a high-performing team by hiring thoughtfully, onboarding effectively, and fostering an inclusive, results-focused culture.
Guide by example by engaging in key customer opportunities as a Solutions Architect, from discovery through technical validation and successful adoption of the GitLab platform.
Drive the quality and consistency of technical evaluations, demos, and proofs of concept so that GitLab solutions clearly address customer business and technical requirements.
Collaborate closely with regional sales managers on territory strategy, account planning, and forecast support to ensure alignment between technical and commercial motions.
Partner with Product Management, Engineering, and Marketing to share field insights, influence the roadmap, and improve messaging around GitLab's Enterprise Edition and platform capabilities.
Own team execution by defining and tracking key performance indicators, and communicate progress, risks, and priorities clearly to your team, peers, and leadership.
Champion the adoption of AI within your workflows and team practices to enhance solution design, customer interactions, and operational efficiency.
Represent GitLab in industry and community settings to elevate the brand and articulate the value of the Enterprise Edition through presentations and strategic engagements.
Conduct discovery sessions with prospects to understand complex business challenges and map GitLab capabilities to desired outcomes.
Develop and maintain deep expertise in GitLab's Enterprise Edition features, roadmap, and competitive positioning to advise both customers and internal stakeholders.
Support the creation of tailored value propositions and demonstration scenarios that resonate with enterprise decision-makers.
Collaborate with Customer Success and Professional Services to ensure smooth onboarding and sustained adoption of GitLab platforms by customers.
Requirements
Candidates must have several years of experience in technical pre-sales, solutions architecture, or a closely related role. You must have a strong background in software development lifecycle methodologies and enterprise-grade platform solutions. Experience working with large organizations and enterprise sales motions is essential. You should be comfortable operating in a fast-paced, matrixed environment where priorities evolve rapidly. Strong written and verbal communication skills are non-negotiable, as you will regularly present complex concepts to technical and executive audiences. You must be proficient in using modern collaboration and AI tools to synthesize information and drive decision-making. Demonstrated ability to manage multiple concurrent initiatives and deliver results in a remote-first setting is required. A bachelor's degree or equivalent practical experience is expected. You are comfortable with ambiguity and can navigate complex organizational structures while maintaining a solutions-oriented mindset. You must be eligible to work in the United States without sponsorship.
Nice to have
Experience in DevOps or platform engineering roles is strongly preferred. Background in AI implementation within enterprise software delivery environments is valued. Familiarity with GitLab's product suite and DevSecOps principles is advantageous. Prior experience working with Fortune 100 customers or in highly regulated industries is beneficial. Demonstrated success in building and scaling high-performing pre-sales or solutions architecture teams is preferred.
Practical notes
This is a full-time remote position based in the United States. The role requires availability during standard business hours in U.S. time zones. Travel is not required for this position. No visa sponsorship is available for this role.