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Salary: USD 166,200 - 249,300 / annual
GitLab is seeking a Senior Manager, Solutions Architecture SME to build and lead a regional team of product Subject Matter Experts who drive GitLab's most complex enterprise opportunities. This is a player-coach role where you'll manage a team covering four product groups (Security & Compliance, Platform, Core DevSecOps, and AI & Competitive) while staying hands-on with critical deals.
You will hire, develop, and retain a high-performing regional SME team with clear growth paths. You'll run the regional engagement model with Account SA and Post-Sales leaders, ensuring fast triage, focused coverage on top opportunities, and clear ownership boundaries. Partner with regional sales leadership on deal strategy, forecast calls, and product-category planning. Review SME coverage weekly against the regional pipeline and move capacity to where product-category commit and consumption are at risk.
As an executive technical sponsor, you'll step into strategic deals when needed. Coach SMEs on proof-of-concept design, executive storytelling, and competitive positioning while maintaining high technical quality standards. Keep engagement and outcome data accurate in Salesforce to make team impact visible and measurable. Collaborate with peer regional managers and the Senior Director on shared assets, enablement programs, and consistent global playbooks. Bring regional customer and competitive signals to Product and Engineering leadership.
You'll be measured on regional product-category commit attainment and consumption growth, technical win rate, PoV conversion, time to production use on SME-engaged opportunities, SME coverage of top 10% regional opportunities, Account SA satisfaction, team hiring and retention metrics, and EAP participation rates.
The regional SME team is part of GitLab's Solutions Architecture organization and works closely with Account SA and Post-Sales SA teams, providing consistent technical storytelling from first discovery through production adoption. The team is fully distributed and all-remote.
REQUIREMENTS:
- 5+ years leading technical pre-sales, solutions architecture, or consulting, including time leading teams of technical individual contributors
- Hands-on depth in at least one of the four product groups, with breadth to coach across all four, including working fluency with AI-assisted development
- Proven record of hiring and developing high-performing technical specialists or SAs
- Experience partnering with sales leaders on enterprise forecasts, deal strategy, and territory planning
- Comfort with data and ability to demonstrate how your team moves win rates, cycle times, and consumption
- Strong executive presence with customers and internal leaders
- Experience leading through change with clear and steady communication
- Experience running an overlay or specialist team, or launching a new team or product category
