GitLab - Senior Director, Solution Architecture - North America
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Requirements
• Progressive leadership experience including substantial time as a second or third-line leader (managing managers) in technical sales, Solutions Architecture, or Sales Engineering organizations. • Demonstrated ability to lead through ambiguity and rapid organizational change, bringing clarity and direction to teams even when strategy is still forming. • Experience building and leading teams of managers in complex, distributed organizations. • Strong experience improving strategy and operations for technical assessment processes, technical evaluations, and team enablement. • Knowledge of software development lifecycle practices and tools, including agile and DevOps ways of working. • Technical familiarity with cloud and security concepts, such as Kubernetes, Docker, static application security testing (SAST), dynamic application security testing (DAST), and cloud deployment models including Amazon Web Services (AWS), Google Cloud Platform (GCP), and Microsoft Azure. • Experience selling technical solutions to technical practitioners, managers, and executive stakeholders. • Proven ability to partner across functions, including Sales, Partners, Product, Engineering, Marketing, Customer Success, and Services. • A self-starting, entrepreneurial approach — you don't wait for a playbook; you write it. • The Solutions Architects team serves as a trusted technical partner for the field, helping strengthen customer confidence in GitLab's platform approach and supporting successful engagements across the customer journey. Their work connects technical credibility with customer trust, giving internal teams a strong partner in complex sales motions. • This team works in close partnership with go-to-market and product organizations, bringing customer feedback from the field into broader conversations about product direction, services, enablement, and value messaging. As a distributed team in an all-remote environment, they rely on clear communication, strong judgment, and shared operating practices to support teams and customers across regions. It is an important team for GitLab's continued growth because it combines technical depth, leadership, customer trust, and operational excellence. For more information, check out the Solution Architecture Handbook. • The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. 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, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
Responsibilities
• Develop strategy and operations to improve win rates by helping teams discover, explain, and demonstrate how GitLab meets customer requirements and desired business outcomes. • Lead initiatives that scale the organization and its operating model to support future growth. • Create and improve processes, metrics, and key performance indicators for technical evaluations, workshops, demos, and proof-of-concept engagements. • Partner with Sales and Partner teams to align on strategy, priorities, and support for specific prospects, customers, and partners. • Build strong relationships with key customers at the technical sponsor and executive level. • Work with Enterprise sales leadership in US, Canada & LATAM to support account plans, strategies, and quarterly goals. • Collaborate with Customer Success, Product, Engineering, Marketing, Services, and Sales Operations to improve engagement models, team enablement, and field feedback loops. • Hire, mentor, and develop an exceptional team of Solutions Architects and managers. • Drive organizational transformation by proactively identifying gaps, building structure where none exists, and leading change without waiting for top-down direction.
Benefits
• $244,200—$409,500 USD • How GitLab Supports Full-Time Employees • Benefits to support your health, finances, and well-being • Flexible Paid Time Off • Team Member Resource Groups • Equity Compensation & Employee Stock Purchase Plan • Growth and Development Fund • Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. • Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. • Country Hiring Guidelines:
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