SMB Solutions Architect

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.

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