Sr. Manager, Solutions Architect SME Remote at GitLab

About GitLab

GitLab is the intelligent orchestration platform for DevSecOps. We empower organizations to boost developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. With over 50 million registered users, more than 50% of the Fortune 100 trust GitLab to deliver better, more secure software faster. Our team mirrors the principles in our products: we embrace AI as a core productivity multiplier, expecting all team members to integrate AI into their daily workflow to drive efficiency, innovation, and impact. GitLab is a place where careers advance, innovation thrives, and every voice matters. Our high-performance culture is built on our values and continuous knowledge exchange, enabling team members to reach their potential while collaborating with industry leaders to solve complex problems. Join us in co-creating the future by building technology that transforms how the world develops software. * Fortune 500 is a registered trademark of Fortune Media IP Limited, used under license. Claim is 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, nor do they endorse, products or services of GitLab.

Senior Manager, SME Solutions Architecture

Role Overview

In this role, you will build and lead a regional team of Product Subject Matter Experts (SMEs) dedicated to winning GitLab's most complex opportunities. Your team will support four key product groups: Security & Compliance, Platform, Core DevSecOps, and AI & Competitive. You will collaborate closely with regional sales leadership to guide SME placement, coach your team toward technical successes, and ensure every customer engagement leaves the Account team stronger. This is a player-coach role; you will remain close to the technology and participate directly in critical deals.

What You Will Do

• Recruit, mentor, and retain a regional team of SMEs across the four product groups, ensuring a a clear growth path for every individual.
• Manage the regional engagement model alongside Account SA and Post-Sales leaders, maintaining fast triage, focusing coverage on top opportunities, and clearly defining the separation between Account SA and SME ownership.
• Partner with regional sales leaders and AVPs on deal strategy, forecast calls, and product-category plans.
• Conduct weekly reviews of SME coverage against the regional pipeline, reallocating capacity to areas where product-category commitment and consumption are at risk.
• Step in as an executive technical sponsor on strategic deals when the situation demands it.
• Coach SMEs on Proof of Value (PoV) design, executive storytelling, and competitive positioning, setting a high standard for technical quality.
• Maintain accurate engagement and outcome data in Salesforce to make the team's impact visible and measurable.
• 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 back to Product and Engineering via the Senior Director.
• Cultivate a team culture built on trust, ownership, and continuous learning, celebrating successes openly and viewing setbacks as data points.

What You Will Bring

• More than 5 years of experience leading technical pre-sales, solutions architecture, or consulting, which includes experience leading teams of technical individual contributors.
• In-depth hands-on knowledge in at least one of the four product groups, along with sufficient breadth to coach across all four, including fluency in working with AI-assisted development.
• A proven track record of hiring and developing high-performing technical specialists or Solutions Architects (SAs).
• Experience working with sales leaders on enterprise forecasting, deal strategy, and territory planning.
• Comfort with data. You must be able to demonstrate how your team influences win rates, cycle times, and consumption.
• Strong executive presence when interacting with both customers and internal leaders.
• Experience successfully leading through organizational change, maintaining clear and steady communication throughout.
• Experience managing an overlay or specialist team, or launching a new team or product category.

How Success Is Measured

• Achievement of regional product-category commit and consumption growth.
• Technical win rate, PoV conversion, and time to production use for opportunities where SME engagement was involved.
• SME coverage across the top 10% of regional opportunities, and the time taken from request to engagement.
• Satisfaction levels from Account SAs regarding SME support.
• Team hiring metrics, ramp time, engagement, and retention rates.
• Employee Assistance Program (EAP) participation rates for your assigned geography.

Compensation Model: Variable compensation is directly tied to regional product-category commit and consumption, aligning with geo sales leadership goals.

About the Team

The regional SME team belongs to GitLab's Solutions Architecture organization and works in close partnership with the regional Account SA and Post-Sales SA teams. Together, they provide the field with a consistent technical narrative from initial discovery through to production adoption. The team is distributed and operates fully remote.

How GitLab Will Support You

• We offer benefits to support your health, finances, and overall 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 encourage applications from candidates with diverse levels of experience; many successful candidates may not meet every single stated requirement. Furthermore, studies indicate that individuals from underrepresented groups are less likely to apply unless they meet every qualification. If you are excited about this role, please apply and allow our recruiters to review your application.

Salary Information: The base salary range for this role's listed level is currently specified for residents of the United States only. This range is intended to reflect the base salary rate in locations throughout the US. Grade level and salary ranges are determined following interviews and a review of your education, experience, knowledge, skills, abilities, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. Information regarding our benefits and equity is available elsewhere. Sales roles are also eligible for incentive pay targeted up to 100% of the offered base salary. United States Salary Range: $166,200 - $249,300 USD.

Country Hiring Guidelines: GitLab hires new team members globally. While all our roles are remote, some may have specific location-based eligibility requirements. Our Talent Acquisition team can clarify location details after the recruiting process begins.

Application Information

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