Senior Manager - Solutions Architect, SMB

The role

As the Senior Manager, Solutions Architecture - at GitLab, you'll manage a distributed team of Solutions Architects working with customers across AMER. In this player-coach role, you'll guide technical strategy across complex sales motions while also stepping directly into high-impact opportunities to help your team secure technical wins and build customer confidence in GitLab's platform approach. At GitLab, we work at the intersection of technical sales strategy, team development, and operational scale, and you'll help translate customer requirements into clear business outcomes.

You'll partner closely with regional go-to-market counterparts and cross-functional teams including Sales, Channel, Marketing, Sales Enablement, Product Management, and the global Solutions Architecture team. In our all-remote environment, you'll help shape how we grow the Solutions Architecture organization across the region by building strong operating rhythms, strengthening executive relationships, and creating the conditions for your team to do their best work. This role suits someone who combines technical depth, strong judgment, and a hands-on approach to winning business and scaling teams.

Some of the types of projects you'll work on:

• Running technical evaluations, executive workshops, demos, and proof-of-concept engagements that help customers map GitLab's DevSecOps platform to their business goals

What you’ll do

• Manage a team of intermediate and senior Solutions Architects across AMER setting clear direction and enabling high-quality execution across the region.
• Act as a player-coach by partnering directly on strategic opportunities, building executive relationships, and coaching your team through complex sales cycles to help secure the technical win.
• Guide regional strategy for technical evaluations, workshops, demonstrations, and proof-of-concept engagements, ensuring customer needs are translated into meaningful technical and business outcomes.
• Work cross-functionally with global Solutions Architecture, Sales, Channel, Marketing, Sales Enablement, and Product Management to align on priorities and execute against regional goals.
• Manage dotted-line relationships with Channel Solutions Architects and subject matter experts, driving accountability, collaboration, and alignment around common goals.
• Maintain strong operational discipline across workload planning, resource allocation, headcount planning, opportunity forecasting, and field execution.
• Define and track key performance indicators for the team, communicating progress, risks, and priorities clearly to your team, peers, and senior stakeholders.
• Hire, develop, and retain high-performing Solutions Architects while strengthening team capability, encouraging innovation, and building a scalable regional organization for future growth.

What you’ll bring

• Consumption experience: The ability to assess technical depth and consumption capability across a team and to build the talent system that improves both.
• Technical experience: A credible hands-on background in solution architecture, and the ability to set expectations for architecture and deployment quality across cloud, hybrid and on-premises or self-managed environments for your region.
• A deep understanding of consumption economics, regional pipeline dynamics and adoption patterns.
• Knowledge of how forecast assumptions, usage risk and POV quality shape regional performance.
• Fluency in calibration frameworks for assessing consumption-based sales experience.
• The ability to turn deal-level patterns into regional programs and playbooks.
• The ability to spot forecast and adoption risk early and act at the system level.
• The ability to coach managers on partnering with commercial leaders.
• Motivation to build managers who coach the consumption motion well.
• Energy for making regional results predictable and repeatable.
• A commitment to a consistent, fair, evidence-based hiring bar.
• Ability to travel at least 25%

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About the team

The Solutions Architecture team sits within GitLab Sales and partners with Account Executives, Customer Success and Product to help customers adopt GitLab and grow their usage over time.

We act as technical advisors across the full software delivery lifecycle: DevOps, CI/CD, cloud-native platforms, security and software supply chain, and AI-native development.

GitLab sells in a consumption-based model, so our work does not end at the proof of value. We map how customers will use GitLab, prove value with evidence, and stay close through production adoption and expansion.

We share what we learn, coach each other, and care about measurable customer outcomes.