SMB Solutions Architect at Gitlab

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. 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 values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *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. An overview of this role As an SMB Solutions Architect, you'll help small and mid-sized customers in North America understand how GitLab's artificial intelligence-powered DevSecOps platform 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. What you’ll do • Guide 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. • Coordinate 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. • Collaborate with Small and Mid-Market Account Executives and regional sales teams in North America to shape account strategies for new business and expansion opportunities. • Advise customers on modern software development, continuous integration, continuous deployment, security, cloud, and DevSecOps practices, and connect those practices to business outcomes. • Build 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. • Support 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. • Develop 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. • Share customer feedback, use cases, and competitive insights with product management, engineering, sales, and marketing to improve product direction and field effectiveness. What you’ll bring • Proficiency with the end-to-end software development lifecycle, including DevSecOps practices and continuous integration and continuous deployment workflows. • Hands-on experience 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. • Practical knowledge of cloud computing, deployment patterns, security concepts, and operational considerations relevant to modern software teams. • Ability to guide technical evaluations, including proofs of concept, proofs of value, workshops, value stream assessments, and technical contributions to tenders or audits. • Skill in explaining technical concepts clearly to both practitioners and senior business or technical stakeholders. • Experience building trusted relationships with customers and acting as their advocate with internal partners across product, engineering, sales, and marketing. • Interest in improving technical evaluation quality and efficiency through practical reusable assets, templates, and demo environments that support customer-facing work. • Openness to candidates with transferable experience from roles such as developer, DevOps, technical pre-sales, or other scale-oriented technical environments. About the team 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. #LI-DNI 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. United States Salary Range$90,300—$193,500 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 • Parental leave • Home office support 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. Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.