Solutions Architect

About the role

GitLab is the intelligent orchestration platform for DevSecOps, and this role places you at the center of customer transformation across Northern Europe. You will be a trusted advisor to both prospects and customers, guiding organizations through their digital transformation journeys by demonstrating how GitLab's platform addresses technical requirements and business objectives. You will leverage your expertise in cloud and modern software practices to own technical evaluations, including proof of value initiatives and solution architecture workshops. This position requires strong customer empathy and the ability to translate complex technical concepts into clear narratives that resonate with technical and executive stakeholders. You will shape solution architectures and serve as the vital voice of the customer back to Product Management and Engineering. The role emphasizes driving platform adoption and influencing revenue growth through consultative, solution-based selling. You will build long-term, trust-based relationships that showcase GitLab's differentiated position in an AI-driven DevSecOps landscape. Ultimately, you will co-create the future of software development by enabling organizations to ship better, more secure software faster.

Key facts

What you'll do

• Lead technical discovery, demonstrations, and validation to illustrate how GitLab's AI-powered DevSecOps platform addresses customer requirements across the complete software lifecycle.
• Drive the technical evaluation process as the directly responsible individual, owning solution design, proof of concept or proof of value executions, workshop development, and the technical components of tenders, audits, and value stream assessments.
• Collaborate closely with Account Executives and regional sales teams across Northern EU to shape and execute account strategies that support new customer acquisition and expansion within existing accounts.
• Build and deepen relationships with technical practitioners and business leaders, guiding them through their transformation and enabling them to become passionate GitLab advocates within their organizations.
• Advise customers on modern software development, continuous integration, continuous deployment, security, and cloud practices, challenging existing approaches to improve their return on investment and operational efficiency.
• Serve as the primary voice of the customer within GitLab, communicating feedback, use cases, and competitive insights to Product Management, Engineering, Sales, and Marketing to influence roadmap and positioning.
• Maintain and continuously extend your technical expertise in GitLab, DevSecOps, artificial intelligence, and related cloud technologies to create reusable examples and best practice guidance.
• Develop compelling technical collateral and reusable assets that support customer engagements, partner interactions, and sales efforts across the region.
• Proactively identify and pursue new business opportunities by engaging with technical communities, industry events, and strategic partners to expand GitLab's footprint.
• Mentor and develop junior team members and stakeholders by sharing knowledge, providing constructive feedback, and fostering a culture of continuous learning within the sales engineering organization.
• Partner with Customer Success and Professional Services to ensure smooth onboarding and adoption, translating technical requirements into actionable implementation plans.
• Utilize data and customer interactions to refine sales strategies and technical approaches, ensuring alignment with evolving market needs and competitive pressures.
• Represent GitLab at technical and executive briefings, demonstrating thought leadership and the ability to handle complex, high-stakes discussions.
• Maintain a deep pipeline of opportunities by managing multiple concurrent engagements and forecasting accurately against sales targets.

Requirements

• You possess a strong technical background with demonstrable experience in software development, DevOps, or cloud architecture roles.
• You have a proven track record of working with enterprise customers, managing complex technical sales engagements, and influencing decision-making committees.
• You hold a deep understanding of CI/CD principles, cloud platforms, and infrastructure as code, with hands-on experience using modern DevOps toolchains.
• You are comfortable operating in a fast-paced, matrixed environment where priorities shift quickly and ambiguity is a regular part of the work.
• You exhibit strong written and verbal communication skills, capable of articulating intricate technical concepts to both technical and non-technical audiences.
• You bring experience with solution selling and consultative selling methodologies, focusing on business outcomes rather than just technical features.
• You have a history of building and maintaining trusted advisor relationships with C-level, technical, and business stakeholders.
• You are committed to continuous learning and actively seek out new information to stay current with industry trends and technological advancements.
• You are legally authorized to work in the United Kingdom without sponsorship, as the company cannot provide work visas or sponsorship for this role.

Nice to have

• Experience with AI-powered development tools and platforms, and understanding how these technologies integrate into modern software delivery workflows.
• Familiarity with GitLab implementations in large-scale, complex enterprise environments across diverse industries.
• Background in industries with high compliance and security requirements, such as financial services, healthcare, or critical infrastructure.
• Experience in building business cases and quantifying return on investment for DevOps transformations.
• Prior involvement in product advisory or user research programs that have influenced product direction.
• Fluency in additional European languages is beneficial for engaging with a diverse customer base across Northern Europe.

Practical notes

• This is a remote position based in the United Kingdom.
• Engagement terms are defined in the source documentation and must be reviewed for specifics regarding hours and compensation details.
• Visa sponsorship is not available for this role.
• Candidates must meet the legal requirements to work in the UK without company support.