Senior Manager, SME Solutions Architecture

Details

GitLab is an intelligent orchestration platform for DevSecOps. The company enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. GitLab embraces AI as a core productivity multiplier, with team members expected to incorporate AI into their daily workflows.

Responsibilities

• Build, lead, hire, develop, and retain a regional team of product Subject Matter Experts across Security & Compliance, Platform, Core DevSecOps, and AI & Competitive.
• Establish clear growth paths for team members.
• Run the regional engagement model with Account Solutions Architecture and Post-Sales leadership.
• Maintain fast triage, focused coverage of top opportunities, and clear ownership between Account Solutions Architects and SMEs.
• Partner with regional sales leaders and AVPs on deal strategy, forecast calls, and product-category plans.
• Review SME coverage weekly against the regional pipeline and reallocate capacity when product-category commit or consumption is at risk.
• Act as an executive technical sponsor in strategic deals when required.
• Coach SMEs on proof-of-value design, executive storytelling, and competitive positioning while maintaining a high standard for technical quality.
• Maintain accurate engagement and outcome data in Salesforce.
• Collaborate with peer regional managers and the Senior Director on shared assets, enablement programs, and a consistent global playbook.
• Bring regional customer and competitive insights to Product and Engineering through the Senior Director.
• Build a culture of trust, ownership, learning, and open recognition of successes, while using setbacks as data.

Requirements

• At least 5 years of experience leading technical pre-sales, solutions architecture, or consulting, including experience leading teams of technical individual contributors.
• Hands-on depth in at least one of the four product groups: Security & Compliance, Platform, Core DevSecOps, or AI & Competitive.
• Sufficient breadth to coach across all four product groups, including working fluency with AI-assisted development.
• Demonstrated experience hiring and developing high-performing technical specialists or Solutions Architects.
• Experience partnering with sales leaders on enterprise forecasts, deal strategy, and territory planning.
• Ability to use data to demonstrate improvements in win rates, cycle times, and consumption.
• Strong executive presence with customers and internal leaders.
• Experience leading through change with clear and steady communication.
• Experience running an overlay or specialist team, or launching a new team or product category.

Performance Measures

• Regional product-category commit attainment and consumption growth.
• Technical win rate, proof-of-value conversion, and time to production use on SME-engaged opportunities.
• SME coverage of the top 10% of regional opportunities and lead time from request to engagement.
• Account Solutions Architect satisfaction with SME support.
• Team hiring, ramp time, engagement, and retention.
• EAP participation rates for the applicable geography.

Team

The regional SME team is part of GitLab's Solutions Architecture organization and works closely with regional Account Solutions Architect and Post-Sales Solutions Architect teams. The distributed team is fully remote and provides a consistent technical story from initial discovery through production adoption.

Compensation

The United States base salary range is $166,200–$249,300 USD. Variable compensation is tied to regional product-category commit and consumption and is aligned with geographic sales leadership. Sales roles are eligible for incentive pay targeted at up to 100% of the offered base salary. The base salary range excludes bonuses, equity, and benefits.

Benefits

• Benefits supporting health, finances, and well-being
• Flexible paid time off
• Team Member Resource Groups
• Equity compensation and Employee Stock Purchase Plan
• Growth and Development Fund
• Parental leave
• Home office support

GitLab hires remotely in countries around the world, although some roles may have location-based eligibility requirements.