SMB Solutions Architect

<div class="content-intro"><p>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.</p> <p>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 <a href="https://handbook.gitlab.com/handbook/values/&quot;&gt;values&lt;/a> and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. <a href="https://www.youtube.com/watch?v=OuZIb5zszQI&quot;&gt;Co-create the future with us</a> as we build technology that transforms how the world develops software.</p> <p>*<em>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.</em></p></div><h2>An overview of this role</h2> <p>As an SMB <span class="textBold">Solutions Architect</span>, you'll help small and mid-sized customers in North America understand how GitLab's <span class="textBold">artificial intelligence-powered DevSecOps platform</span> can support both technical goals and business outcomes across the full software development lifecycle. You'll act as a trusted advisor during technical evaluations, guide customers through solution design and adoption, and partner closely with Account Executives and cross-functional teams to connect customer needs with GitLab's platform strategy. Reporting to a regional Solutions Architect Manager, you'll play a direct role in customer acquisition, expansion, and long-term success while helping GitLab stand out in a fast-moving AI and DevSecOps market.</p> <h2>What you’ll do</h2> <ul> <li value="1"><span class="textBold">Guide</span> technical discovery, demos, workshops, and validation activities that show how GitLab supports customer requirements across planning, development, security, deployment, and monitoring, helping improve technical win rates and accelerate evaluation cycles.</li> <li value="2"><span class="textBold">Coordinate</span> the technical evaluation process as the directly responsible individual for proofs of concept, proofs of value, solution design, and technical responses for tenders or audits, with a focus on reducing time to technical validation and supporting successful customer acquisition.</li> <li value="3"><span class="textBold">Collaborate</span> with Small and Mid-Market Account Executives and regional sales teams in North America to shape account strategies for new business and expansion opportunities.</li> <li value="4"><span class="textBold">Advise</span> customers on modern software development, continuous integration, continuous deployment, security, cloud, and DevSecOps practices, and connect those practices to business outcomes.</li> <li value="5"><span class="textBold">Build</span> tailored demos, reference architectures, talk tracks, and presentation materials that support active Small and Mid-Market evaluations and reflect customer-specific use cases, helping Account Executives move new business opportunities forward.</li> <li value="6"><span class="textBold">Support</span> Account Executives with technical discovery guidance, objection handling, and evaluation planning for common Small and Mid-Market scenarios, while contributing reusable materials that improve execution across similar new business opportunities.</li> <li value="7"><span class="textBold">Develop</span> reusable technical workflows, including pre-built projects, continuous integration and continuous deployment templates, and proof of value starting points, where they help accelerate customer evaluations and reduce time to technical validation.</li> <li value="8"><span class="textBold">Share</span> customer feedback, use cases, and competitive insights with product management, engineering, sales, and marketing to improve product direction and field effectiveness.</li> </ul> <h2>What you’ll bring</h2> <ul> <li value="1"><span class="textBold">Proficiency</span> with the end-to-end software development lifecycle, including DevSecOps practices and continuous integration and continuous deployment workflows.</li> <li value="2"><span class="textBold">Hands-on experience</span> with GitLab or comparable source control, continuous integration and continuous deployment tooling, and collaboration platforms, with the ability to map platform capabilities to customer use cases.</li> <li value="3"><span class="textBold">Practical knowledge</span> of cloud computing, deployment patterns, security concepts, and operational considerations relevant to modern software teams.</li> <li value="4"><span class="textBold">Ability</span> to guide technical evaluations, including proofs of concept, proofs of value, workshops, value stream assessments, and technical contributions to tenders or audits.</li> <li value="5"><span class="textBold">Skill</span> in explaining technical concepts clearly to both practitioners and senior business or technical stakeholders.</li> <li value="6"><span class="textBold">Experience</span> building trusted relationships with customers and acting as their advocate with internal partners across product, engineering, sales, and marketing.</li> <li value="7"><span class="textBold">Interest</span> in improving technical evaluation quality and efficiency through practical reusable assets, templates, and demo environments that support customer-facing work.</li> <li value="8"><span class="textBold">Openness</span> to candidates with transferable experience from roles such as developer, DevOps, technical pre-sales, or other scale-oriented technical environments.</li> </ul> <h2>About the team</h2> <p>The Solutions Architect team is part of GitLab's sales organization, and we serve as the technical counterpart to Account Executives. In this Small and Mid-Market-focused role, we partner closely with Account Executives on new business opportunities across North America, leading technical discovery and guiding customers through demos, workshops, and evaluations. We also contribute reusable technical assets that improve consistency across the team.</p> <p><span style="color: rgb(255, 255, 255);">#LI-DNI</span></p><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p><em>The base salary range for this role’s listed level is currently for residents of the&nbsp;United States only. This range is intended to reflect the role's base salary rate in locations throughout the US.&nbsp;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,&nbsp;and geographic location.&nbsp;The base salary range does not include any bonuses, equity, or benefits. See more information on our <a class="waffle-rich-text-link" href="https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/" data-sheets-formula-bar-text-link="https://bit.ly/GLBeneUS" data-sheets-formula-bar-text-style="font-size:12px;color:#1155cc;font-weight:normal;text-decoration:underline;font-family:''Arial'';font-style:normal;text-decoration-skip-ink:none;">benefits</a><span data-sheets-formula-bar-text-style="font-size:12px;color:#000000;font-weight:normal;text-decoration:none;font-family:'Arial';font-style:normal;text-decoration-skip-ink:none;"> and </span><a class="waffle-rich-text-link" href="https://about.gitlab.com/handbook/stock-options/" data-sheets-formula-bar-text-link="https://bit.ly/GLequity" data-sheets-formula-bar-text-style="font-size:12px;color:#1155cc;font-weight:normal;text-decoration:underline;font-family:''Arial'';font-style:normal;text-decoration-skip-ink:none;">equity</a>. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.</em></p></div><div class="title">United States Salary Range</div><div class="pay-range"><span>$90,300</span&