Sr. Manager, Solutions Architect - SMB 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 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 India, 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 - Experience managing technical teams in software or technology sales, pre-sales, consulting, or a related environment, with direct exposure to the India market. Strong background in solution architecture or comparable practical experience, with the ability to relate technical depth to customer business value and apply transferable experience from adjacent domains while learning GitLab and related tools. - Proven success developing, mentoring, and scaling Solutions Architecture practices or similar customer-facing technical organizations in growing businesses. - Strong communication and technical presentation skills, with the ability to engage effectively across cultures and with both technical and business stakeholders. - Demonstrated business acumen and sound judgment, balancing technical excellence with commercial outcomes and regional priorities. - Track record of influencing cross-functional stakeholders and building strong partnerships across Sales, Channel, Marketing, Enablement, Product, and other senior stakeholder groups. - Experience building inclusive, high-performing teams and creating clear, accountable operating practices in a distributed or remote environment. - Ability to travel at least 25% 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 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.

Sr. Manager, Solutions Architect - SMB

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