GitLab

Solutions Engineer

• Provide guidance for technical discovery with prospects and customers to assess current Microsoft ecosystem investments, development workflows, security needs, and platform requirements.
• Design solutions that show how GitLab supports secure, scalable software delivery across the software lifecycle, from planning and code management through deployment and monitoring.
• Deliver tailored demonstrations and technical presentations that map customer needs to GitLab's platform capabilities, including AI-powered DevSecOps use cases.
• Facilitate proofs of concept and proofs of value end to end, guiding stakeholders through evaluation plans, technical validation, and solution fit.
• Partner with Sales, Customer Success, and Solutions Architecture to advance strategic customer engagements and extend specialized expertise across the broader go-to-market motion.
• Partner with Product Marketing and Field Enablement on building up GitLab's position relative to GitHub in clear, evidence-based terms while also identifying ways GitLab can work alongside existing Microsoft products in customer environments.
• Create reusable assets, technical frameworks, and field guidance that help teams apply Microsoft-focused expertise consistently across opportunities.
• Collaborate with Product and Engineering to relay customer feedback, field insights, and technical patterns that can influence future product direction and enablement.

Senior Solutions Architect, Microsoft SME

People Operations

• Define the long-range strategy for HRIS and translate business direction into a clear roadmap for Workday and related people systems.
• Coordinate cross-functional programs across People, Finance, Talent Acquisition, IT, and other partners from discovery and design through delivery, adoption, and ongoing improvement.
• Architect scalable integrations across the people technology ecosystem to improve reliability, reduce manual effort, and strengthen system connectivity.
• Drive complex Workday configuration across Human Capital Management, compensation, benefits, talent, performance, security, and related areas.
• Own the approach to Sarbanes-Oxley (SOX) information technology general controls (ITGC) for People systems, building controls that enable compliance and efficient execution.
• Facilitate design discussions with senior stakeholders and executives, turning ambiguous requirements into clear options, tradeoffs, and implementation plans.
• Develop reporting, dashboards, and data-informed frameworks that help leaders interpret trends and assess options.
• Promote practical uses of automation and AI within people technology workflows to improve delivery, problem-solving, and team effectiveness.

Principal HRIS Analyst, People Technology – Workday

Account Executive

• Build and execute strategic account plans that align GitLab’s AI-powered DevSecOps platform with public sector modernization initiatives
• Navigate complex procurement and contracting processes while shaping multi-year technology roadmaps with CIOs and technical leaders
• Act as the primary point of contact and trusted advisor for strategic and large public sector prospects and customers
• Own your book of business, from pipeline development through close and expansion, using a consultative, mission-focused sales approach
• Collaborate with pre-sales and post-sales engineering, customer success, and support teams to ensure successful rollout, adoption, and value realization
• Partner with system integrators, resellers, and other channel partners to generate qualified leads and co-create solutions for government challenges
• Conduct ongoing prospecting and opportunity development activities within large and strategic accounts to drive new and expansion business
• Represent the voice of the customer by sharing feedback and product ideas through GitLab’s public issue tracker and internal teams

Public Sector Strategic Account Executive – SLED

Manager

• Conducting discovery and structuring outcome-oriented professional services engagements that align GitLab capabilities with customer business outcomes
• Partnering with account executives, solutions architects, and delivery stakeholders to turn DevSecOps and platform adoption initiatives into clear, actionable proposals and statements of work
• Perform discovery with account teams and customers to understand current capabilities, constraints, and desired business outcomes.
• Design standard and custom services proposals aligned to customer goals, clear success measures, and implementation needs.
• Build and present scoped services engagements and packaged solutions to customers and internal stakeholders to gain alignment and move opportunities forward.
• Guide customers and account teams through services value, commercial terms, agreements, and the quote and order process to support deal closure.
• Coordinate with Professional Services Operations and delivery partners to align staffing, skillsets, language, and time zone coverage for each engagement.
• Address pricing and implementation objections, and identify engagement and delivery risks early to keep opportunities progressing.
• Meet assigned financial targets and maintain an accurate services forecast using Salesforce and Clari.
• Build strong cross-functional relationships, provide responsive support to internal and customer stakeholders, and relay customer trends to improve services offerings and the customer journey.

Professional Services Engagement Manager

• Lead technical discovery, demos, and validation (including proofs of value) to show how GitLab's AI-powered DevSecOps platform addresses the technical, regulatory, and business needs of financial services customers across the full software lifecycle.
• Drive the technical evaluation process as the Directly Responsible Individual, including solution design, POC/POV ownership, workshop design, and support for the technical components of tenders, audits, and value stream assessments.
• Collaborate with Account Executives and regional sales teams to shape and execute account strategies that support new customer acquisition and expansion within financial services.
• Build and deepen relationships with technical practitioners and business stakeholders at financial services organizations, guiding them through GitLab-driven digital transformation and enabling them to become GitLab advocates.
• Advise customers on modern software development, continuous integration, continuous deployment, security, and cloud practices in the context of financial services risk, governance, and compliance expectations.
• Serve as the voice of enterprise financial services customers with Product Management, Engineering, Sales, and Marketing by sharing feedback, use cases, and competitive insights that inform roadmap, positioning, and industry-focused solutions.
• Maintain and extend your expertise in GitLab, DevSecOps, AI, and related cloud technologies, creating reusable examples, best practice guidance, and technical collateral tailored to financial services customers and partners.
• Invest in your own growth and development through ongoing learning, mentorship, and knowledge sharing to continuously improve the impact of the Solutions Architect team supporting financial services.

Senior Solutions Architect, Financial Services

• Lead technical discovery, architecture design, demos, and end-to-end evaluations (POC/POV) to validate GitLab as the preferred agentic, AI-powered DevSecOps platform for prospects and customers.
• Drive AI-focused solution strategy as the team’s AI subject matter expert, including competitive positioning and business value justifications.
• Own the technical strategy and influence Customer Success Plans for assigned accounts, acting as the “technical CTO” to guide multi-team, multi-year transformation initiatives across the DevSecOps lifecycle.
• Collaborate with Sales, Customer Success, Product Management, Engineering, and Marketing to shape account strategies, inform territory planning, and ensure successful platform adoption.
• Provide advanced technical guidance during the pre-sales cycle, including tender and audit support, workshop design, and solving complex integration and implementation challenges.
• Serve as the voice of the customer by translating real-world feedback into product requirements, documentation improvements, and roadmap input, especially for AI, security, and platform capabilities.
• Create and share reusable technical assets such as reference architectures, working examples, best practice guides, and internal enablement content to scale impact across regions.
• Mentor other Solutions Architects, contribute to global initiatives for the Center of Excellence, and act as an external industry authority through thought leadership, standards participation, and ecosystem relationships.

Principal Solutions Architect

General Counsel

• Negotiate, draft, and review complex commercial and technology agreements, including partnership, services, consulting, marketing, licensing, data privacy, and artificial intelligence related contracts.
• Independently manage strategic and high-priority matters tied to large-value and material transactions, partnering directly with internal stakeholders and external parties.
• Advise Sales and cross-functional GitLab teams on contract structure, risk allocation, and practical negotiation strategies that support business goals while protecting GitLab’s interests.
• Perform risk analysis on contractual documents and recommend mitigation options, including escalation paths and alternative terms.
• Benchmark, develop, and maintain contract templates, playbooks, policies, and supporting documentation, incorporating regional legal requirements and feedback from stakeholders.
• Monitor legal and regulatory changes, assess impact on GitLab’s contracting practices, and propose clear, actionable updates to templates and processes.
• Create and deliver training for contract managers and Sales team members to improve contracting consistency and day-to-day decision-making.
• Support the Public Sector sales team on federal, SLED, and government-adjacent transactions, including negotiation of agreements subject to FAR/DFARS requirements, GSA Schedule terms, and agency-specific flow-down clauses.
• Advise on FedRAMP-related contracting obligations, including data sovereignty commitments, government-specific data handling requirements, and authorized use restrictions applicable to GitLab’s compliant product offerings.
• Draft and maintain public sector contract templates, playbooks, and order form language that address government procurement requirements, including FedRAMP authorization conditions, SLED-specific terms, and applicable regulatory flow-downs.
• Partner with Sales, Security, and Compliance teams to assess and communicate the contractual implications of government certification and authorization programs, and ensure contract terms accurately reflect GitLab’s authorized configurations and service boundaries.

Commercial Legal Counsel

Business Development Rep

• Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your assigned territory.
• Conduct high-level discovery conversations with target accounts to understand business needs, qualify opportunities, and create Sales Accepted Opportunities (SAOs).
• Meet or exceed monthly and quarterly BDR-sourced Sales Accepted Opportunity (SAO) targets by consistently converting qualified prospects into opportunities.
• Research and prioritize target accounts using business and industry knowledge to identify key players, uncover compelling events, and develop tailored outreach strategies.
• Execute a multi-touch outreach cadence (call, email, social, etc.) to all prospects in your assigned territory using Outreach.io to maximize engagement and conversion rates.
• Manage, track, and accurately report all prospecting activities and pipeline in Salesforce to provide clear visibility into performance and forecast.
• Collaborate with Field, Corporate, and Digital Marketing, Sales, and Customer Success teams to build targeted account lists, campaigns, and call strategies, and attend regional marketing events to engage participants, generate leads, and drive qualified Sales Accepted Opportunities (SAOs).
• Document and continuously improve Business Development Representative processes in the GitLab handbook, in partnership with your Business Development Manager, and mentor new BDR hires to help them ramp quickly and navigate key accounts.

Business Development Representative

AI Engineer

• Diagnose business problems before building solutions
• Own AI initiatives end-to-end, from stakeholder discovery and technical design through implementation, deployment, and iteration
• Design, develop, and ship AI-powered solutions quickly
• Improve organizational flow by building solutions that reduce bottlenecks
• Integrate AI capabilities into existing systems and workflows
• Partner closely with stakeholders across functions
• Define and track success through business metrics and feedback loops

• Report to an Area Sales Manager and own a broad book of mid-market business, from new prospects to growing existing accounts.
• Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close.
• Support GitLab prospects by clearly articulating our DevSecOps value proposition and aligning it to customer business outcomes.
• Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams.
• Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline.
• Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement.
• Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success.
• Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.

Commercial Account Executive

Engineering Manager

• Manage engineering teams focused on observability, tenant controls, and upgrade tooling across the Tenant Experience platform.
• Drive a clear Tenant Experience vision across self-managed, Dedicated, and cloud-native deployments, including tradeoffs needed to serve self-managed GitLab customers.
• Guide technical and organizational direction across observability infrastructure, self-healing frameworks, rate limits, feature flags, and coordinated upgrade orchestration.
• Work closely with engineering managers, staff and principal engineers, and partner teams including Reliability & Production Engineering, GitLab Delivery, and Dedicated.
• Coach engineering managers on team health, performance, prioritization, hiring, and organizational design.
• Develop actionable roadmaps from broad platform strategy, with clear milestones, owners, and delivery timelines that teams can track.
• Own production outcomes that affect tenants and operators, with success measured by upgrade reliability, observability coverage, and time to make self-service controls available.
• Improve execution by creating clarity, fostering strong technical discussion, and helping teams make choices as requirements evolve.

Senior Engineering Manager, Tenant Experience Platform

Customer Success Manager

• Partner with our customers in taking what was established in the pre-sales command plan, and turning the customers desired positive business outcomes into actionable objectives
• Know the GitLab platform, our more common best practices, and use cases in order to guide the customer
• Understand the customer journey and be able to guide them on future adoption
• Act as the GitLab liaison for GitLab questions, issues, or escalations. Work with GitLab Support, Product Management (i.e., roadmaps), or other teams as needed
• Own a book of assigned customers, with a focus on increasing adoption, ensuring retention and growth, and overall customer satisfaction
• Remain knowledgeable and up-to-date on GitLab releases
• Provide immediate onboarding activities
• Work with assigned customers to build Customer Success Plans, establishing critical goals, or other key performance indicators and aid the customer in achieving their goals
• Program manage account escalations Provide insights with respect to the availability and applicability of new features in GitLab as relevant
• Support GitLab Services in identifying and recommending training opportunities

Customer Success Architect

Operations

• Lead, manage, and develop a team of operations professionals across CSM Ops, Renewals Ops, and PS Ops
• Partner with Revenue Technology to represent and prioritize CX operational requirements for Customer Success and Professional Services systems, including Gainsight, Salesforce, and PS project management platforms, and serve as the CX voice in tool evaluation and enhancement discussions.
• Build and maintain strong cross-functional partnerships with Revenue Strategy & Operations, Finance, and Sales to operationalize go-to-market initiatives, translate CX requirements into data and process solutions, and drive resolution of escalated operational issues.
• Establish and maintain operational cadences including forecast reviews, renewal health reporting, and pipeline hygiene that support CX leadership’s ability to manage risk and act on customer data.
• Partner with Revenue Analytics to deliver reporting and data views that connect team performance to business outcomes, including renewal rates, churn and contraction, and PS utilization.
• Lead and contribute to PS financial operations, including project-level margin tracking, rate card management, and revenue recognition compliance across T&M, fixed-fee, and blended engagement structures
• Drive improvement in PS and CSM bookings and revenue forecasting processes, reducing reliance on manual aggregation and building toward a connected pipeline-to-delivery view that supports confident in-quarter decision-making.
• Support PS portfolio and offering management, including service catalog governance, pricing and packaging currency, and ensuring fixed-fee structures remain aligned to evolving customer and market needs.

Senior Manager, Sales Operations

• Lead a distributed team of intermediate and senior Solutions Architects supporting Enterprise customers in the West territory.
• Coach, mentor, and develop team members through regular feedback, career support, and skills development in both technical and consultative areas.
• Grow and retain a high-performing team by hiring thoughtfully, onboarding effectively, and fostering an inclusive, results-focused culture.
• Guide by example by engaging in key customer opportunities as a Solutions Architect, from discovery through technical validation and successful adoption of the GitLab platform.
• Drive the quality and consistency of technical evaluations, demos, and proofs of concept so that GitLab solutions clearly address customer business and technical requirements.
• Collaborate closely with regional sales managers on territory strategy, account planning, and forecast support to ensure alignment between technical and commercial motions.
• Partner with Product Management, Engineering, and Marketing to share field insights, influence the roadmap, and improve messaging around GitLab's Enterprise Edition and platform capabilities.
• Own team execution by defining and tracking key performance indicators, and communicate progress, risks, and priorities clearly to your team, peers, and leadership.

Manager, Solutions Architects

• Supports GitLab’s strategic large prospects and customers.
• Provide account leadership and direction in the pre- and post-sales process
• Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
• Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales and support resources
• Be the voice of the customer by contributing product ideas to our public issue tracker
• Generate qualified leads and develop new customers in conjunction with our strategic channel partners.
• Expand knowledge of industry as well as the competitive posture of the company
• Prepare activity and forecast reports
• Contribute to root cause analysis on wins/losses.
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
• Assist sales management in conveying customer needs to product managers, and technical support staff
• Utilize a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
• Develop an account plan to sell to customers based on their business needs.
• Collaborate with Marketing on marketing strategies.