GitLab

Solutions Engineer

• Lead technical discovery, demos, and validation (including proofs of value) to show how GitLab’s AI-powered DevSecOps platform meets customers’ technical and business needs across the full lifecycle.
• Drive the technical evaluation process as the Directly Responsible Individual, including solution design, POC/POV ownership, workshop design, and the technical components of tenders, audits, and value stream assessments.
• Collaborate with New Business Account Executives and regional sales teams in North America to shape and execute account strategies that support new customer acquisition and expansion.
• Build and deepen relationships with technical practitioners and business leaders, 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, challenging existing approaches to improve return on investment.
• Serve as the voice of the customer with Product Management, Engineering, Sales, and Marketing by sharing feedback, use cases, and competitive insights that inform roadmap and positioning.
• Maintain and extend your technical expertise in GitLab, DevSecOps, AI, and related cloud technologies, creating reusable examples, best practice guidance, and technical collateral for 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.

Solutions Architect – New Business

Account Manager

• Develop a deep understanding of GitLab's strategy, operating model, financial performance, and competitive position within the broader DevOps and technology ecosystem.
• Help shape and communicate GitLab's investment thesis by analyzing industry trends, market dynamics, shareholder feedback, and competitive behavior, and translating insights into clear narratives for investors.
• Assist in the full quarterly earnings process, including developing key messages, collecting and analyzing data, drafting earnings materials, and preparing scripts, Q&A, and call logistics.
• Prepare clear, compelling investor-facing materials such as earnings presentations, investor decks, shareholder letters, and executive briefing documents that align with GitLab's overall messaging.
• Build, maintain, and enhance investor relations resources, including financial models, valuation analyses, analyst model and consensus tracking, IR website content, industry trackers, and peer benchmarks.
• Analyze competitors' business models and performance using SEC filings, earnings calls, analyst research, and other public disclosures, and deliver concise quantitative and qualitative insights to senior leaders.
• Support the development and execution of a proactive investor relations strategy, including investor base tracking, targeting initiatives, and relationship management with current and prospective shareholders.
• Coordinate investor meetings, roadshows, conferences, and other corporate access events, partnering closely with Finance, Legal, Corporate Communications, Product, and Marketing to ensure accurate, compliant, and consistent communications.

Investor Relations Manager

Strategy

• Analyze weekly, monthly, and quarterly renewal pipelines across direct and channel motions to surface trends, gaps, and opportunities.
• Drive the global renewal forecasting process, improving accuracy by integrating customer health insights and predictive analytics.
• Develop, refine, and maintain renewal health scoring models that highlight early risk indicators and inform intervention strategies.
• Translate churn attribution, expansion patterns, and renewal performance data into clear insights and action plans for Customer Success and Renewals leadership.
• Identify, design, and implement process improvements and automation that enhance data quality, reduce manual effort, and increase operational efficiency.
• Partner with Revenue Operations, Sales Operations, IT, and CX teams to improve systems, data flows, and reporting that support scalable renewals motions.
• Create and deliver regular business reviews, dashboards, and presentations that clearly communicate renewal performance and recommendations to senior stakeholders.
• Champion a data-driven culture within the Renewals organization by sharing best practices, setting analytical standards, and supporting adoption of new tools and workflows.

Renewals Strategy Manager

Sales

• Lead a team of Account Executives across DACH / France focused on winning new logos and driving first-order revenue.
• Develop and execute a scalable new business sales strategy for DACH / France, covering both installed base and whitespace accounts within our ideal customer profile.
• Drive consistent pipeline generation and deal progression across a high volume of target accounts, with an emphasis on predictable new logo performance and efficient deal cycles.
• Collaborate closely with marketing, sales operations, and enablement to design, test, and refine motions, campaigns, and processes that support new business growth.
• Use CRM and sales enablement tools such as Salesforce, Clari, Gong, and Outreach to inspect pipeline, forecast, and coach your team based on data-driven insights.
• Hire, onboard, and develop a high-performing sales team, providing regular coaching on territory planning, opportunity management, negotiation, and deal structure.
• Partner with regional and global sales leadership to define, refine, and scale this new business sales function, sharing learnings and best practices across teams.
• Represent GitLab and our open source, DevSecOps, and SaaS offerings with executive-level stakeholders in DACH / France, reinforcing our value proposition and building long-term partnerships.

Director, Regional Sales – New Business

Backend Engineer

• Develop backend components and services in Golang that process high-scale, data-rich event streams for the unified Platform Insights experience
• Design and implement database interactions using PostgreSQL and ClickHouse, focusing on performance, reliability, and observability use cases
• Collaborate with Product Management, UX, and other engineering teams to define, build, and iterate on monitoring and insights features that solve real user problems
• Craft maintainable, well-tested, and secure code that follows team standards, and uphold these standards through thoughtful code reviews
• Integrate data from multiple GitLab stages into a unified event platform so users can monitor teams, processes, and services in a single dashboard
• Partner with other GitLab product teams to embed monitoring, dashboards, and insights into their areas of the GitLab platform
• Monitor system health and performance using tools such as Prometheus and Grafana, and contribute to automation that improves reliability and scalability
• Participate in planning, estimation, and technical discussions as a self-directed contributor, helping to break down and deliver complex backend projects

Senior Backend Engineer, Golang

Engineer

• Own the design, implementation, and continuous improvement of our Zuora-based finance systems, ensuring reliable, scalable support for core Quote-to-Cash (Q2C), Procure-to-Pay (P2P), and Record-to-Report (R2R) processes.
• Architect and implement end-to-end subscription, billing, renewal, and amendment workflows in Zuora, aligning system behavior with complex subscription business models and revenue strategies.
• Lead the development, testing, and maintenance of Zuora Billing and Zuora Revenue configurations and customizations, with a focus on accuracy, auditability, and compliance.
• Design, build, and maintain integrations between Zuora and key systems such as Salesforce (including Zuora CPQ), NetSuite, Stripe, Avalara, and customer-facing web applications, ensuring data integrity and reliable data flows.
• Govern and optimize the Zuora product catalog and rate plan configurations, enabling fast launch and iteration of new products, pricing models, and promotions.
• Develop, maintain, and enhance custom workflows, automations, and data pipelines (imports/exports, APIs, and integration tools) to reduce manual work and improve billing and revenue operations.
• Troubleshoot and resolve complex, high-impact production issues across Zuora and its integrations, especially during peak billing cycles, working closely with stakeholders to minimize risk and downtime.
• Create and maintain clear, comprehensive documentation for Zuora configurations, business processes, integration patterns, and operational runbooks, and share knowledge by training and supporting users across finance, operations, and engineering.

Zuora Engineer

• Lead, recruit, hire, and coach a high-performing team of Account Executives covering Civilian (CIV) federal agencies to achieve regional revenue and growth targets while fostering an accountable, inclusive, high-performance culture across an all-remote organization.
• Drive strategy and execution for new business and expansion, generating, progressing, and converting pipeline across key Civilian accounts to meet or exceed quarterly and annual bookings targets.
• Own regional forecasting, inspection rigor, opportunity hygiene, and MEDDPICC-based deal qualification so senior leadership has clear visibility into pipeline health, commit, and risk and the team improves win rates and shortens sales cycles.
• Lead and execute complex federal procurement motions, working with distributors and partners such as Carahsoft and systems integrators and navigating contracting vehicles, funding cycles, and agency-specific buying processes to secure new multi-year contracts and expansions.
• Drive go-to-market strategy for regulated environments, shaping FedRAMP-authorized offerings and mission-critical DevSecOps use cases across Civilian agencies to increase platform adoption and usage in priority accounts.
• Collaborate closely with Renewals, Customer Success, Marketing, Product, and our federal distributor and systems integrator ecosystem to align on account plans, translate field requirements into roadmap and campaigns, and deliver a cohesive customer experience that supports retention and expansion.
• Drive land-and-expand motions within large, federated agencies, securing new workloads, cross-sells, and upsells that balance near-term revenue goals with long-term platform adoption and multi-year growth.
• Engage directly in the field and travel as needed to support key customer meetings, large deal reviews, and team engagements, deepening executive relationships and accelerating deal cycles while operating effectively in GitLab's asynchronous environment.

Director, Regional Sales – PubSec, Civilian

Artificial Intelligence

• Lead and scale Enterprise Technology & AI delivery in India, ensuring consistently high-quality outcomes across Salesforce, CPQ, and other enterprise applications that support GitLab's global business.
• Establish and continuously improve delivery frameworks, quality metrics, and rigorous QA and release management practices that reduce defects and increase production stability for India-based teams.
• Serve as the primary ETA site leader for India, driving operational excellence, fostering a collaborative, async-first work environment, and representing India operations within the CIO leadership team.
• Build, grow, and develop high-performing India-based teams by leading hiring, onboarding, coaching, and talent development, while maintaining a strong, inclusive culture through ongoing growth and scaling.
• Own and optimize engineering practices and technical standards across India delivery teams, including agile methodologies, CI/CD pipelines, code review processes, documentation, and technical debt management.
• Champion AI and automation adoption across ETA India, identifying and executing on opportunities to use AI tools to improve productivity, code quality, testing automation, and operational efficiency.
• Partner closely with global functional leaders such as the VP of Business Systems and VP of Data to translate strategy and roadmaps into executable delivery plans for India, providing clear visibility into progress, risks, and dependencies.
• Oversee and mature vendor and partner management in India by setting governance models, managing contracts and SLAs, and driving continuous improvement in cost, quality, and delivery performance.

Senior Director, Enterprise Technology – AI

• 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 commercial 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 across North American time zones 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 commercial 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.

Solutions Architect – Financial Services

• Help us build the future of secure and easy to manage access at GitLab.
• Contribute to the overall direction of the team and play a direct part in driving future roadmap direction of a secure and scalable authentication solution for GitLab.
• Contribute to implementation and expanding of various authentication strategies into our product.
• Bolster security posture of our users and organizations by helping develop fine grained access control and frictionless user management.
• Solve technical problems of high scope and complexity.
• Help to define and improve our internal standards for style, maintainability, and best practices for a high-scale web environment. Maintain and advocate for these standards through code review.
• Confidently ship moderately sized features and improvements with moderate guidance and support from other team members.
• Collaborate with the team on larger projects.
• Improve the engineering projects at GitLab via the maintainer trainee program at your own comfortable pace, while striving to become a project maintainer.

Senior Backend Engineer, Golang, Software Supply Chain Security

• Serve as the primary relationship owner for new GitLab customers throughout their first 12 months, guiding them from onboarding to growth-ready status.
• Support execution of the 90×90 success framework to drive early license utilization, product adoption, and clear value realization in the first 90 days.
• Maintain strategic engagement with key stakeholders to understand business goals, uncover new use cases, and identify whitespace for expansion.
• Qualify and advance expansion opportunities, building a healthy pipeline and partnering closely with Account Executives to progress and close deals.
• Lead commercial conversations for first-year renewals and expansion, including contract negotiations that balance customer needs with GitLab’s business objectives.
• Create and manage Success Plans that link GitLab capabilities to customer outcomes and establish a roadmap for account growth and retention.
• Coordinate cross-functional resources, including Customer Success Engineers and Professional Services, to remove adoption barriers and accelerate time-to-value.
• Develop and maintain accurate revenue forecasts across your book of business, owning monthly and quarterly cadences and proactively flagging at-risk revenue and intervention plans.
• Run value touchpoints and business reviews that demonstrate return on investment, reinforce GitLab’s business value, and position accounts for upsell and long-term partnership.

Account Manager – Renewals

• Lead, coach, and develop a high-performing team of Solutions Architects, focusing on growth, retention, and consistent execution across your region.
• Guide by example by performing key Solutions Architect responsibilities, becoming a trusted advisor to prospects and customers on the GitLab platform.
• Collaborate closely with regional sales managers to define and execute the strategy in EMEA, aligning technical value with customer business outcomes.
• Drive your team’s ownership of technical evaluations and validations during the sales cycle, ensuring GitLab solutions are clearly mapped to client requirements.
• Partner with Sales, Ecosystem, Engineering, Product Management, and Marketing to share field feedback, influence product direction, and support go-to-market initiatives.
• Track and report on key performance indicators for your team, using data to prioritize efforts, identify gaps, and improve processes.
• Provide clear, consistent communication to your team, peers, and leadership on priorities, progress, and risks throughout the sales cycle.
• Foster a culture of continuous learning, mentoring, and constructive feedback within the team to support skill development and effective collaboration.

Manager, Solutions Architects

• Serving as the primary relationship owner for new customers in their first 12 months, driving rapid onboarding, activation, and early value realisation through the 90×90 success framework
• Partnering with Account Executives, Customer Success Engineers, and Professional Services to remove barriers to adoption, run value-based touch points and business reviews, and build a clear roadmap for renewal and expansion
• Serve as the primary relationship owner for first-order customers throughout their first 12 months, ensuring a smooth transition from new customer to growth-ready account.
• Execute the 90×90 success framework to drive rapid activation and early value realisation, targeting 90% license utilisation by day 90 to create a strong foundation for adoption and expansion.
• Drive revenue growth by building and managing a healthy expansion pipeline, qualifying opportunities, and partnering with Account Executives to advance and close upsell and cross-sell deals.
• Maintain strategic, value-focused engagement with key stakeholders across your accounts to understand their goals, uncover new use cases, and proactively identify whitespace for growth.
• Lead the first renewal at month 12 by aligning on outcomes, addressing risks early, and positioning contract retention and expansion opportunities that support long-term customer success.
• Coordinate cross-functional resources (such as Customer Success Engineers and Professional Services) to remove barriers to adoption, accelerate time-to-value, and support successful implementations.
• Develop and maintain accurate revenue forecasts for your book of business, including renewal probability, expansion pipeline, and at-risk revenue, and share insights through regular forecasting cadences.
• Contribute to and continuously improve revenue-driving playbooks, Success Plans, and best practices based on data, customer feedback, and observed trends across your first-year customer cohorts.

Systems Engineer

• Lead end-to-end analysis of Order to Revenue workflows, connecting quoting, contracting, billing, collections, and revenue recognition across Salesforce, Zuora, and NetSuite, and identifying where new integrations or data flows are needed.
• Analyze complex financial and operational data across billing, ERP, and CRM systems to uncover insights that improve Quote to Cash efficiency, data quality, and compliance.
• Define, document, and maintain system configurations for product SKUs, pricing models, billing rules, and revenue recognition treatments in alignment with accounting standards.
• Collaborate with Finance, Accounting, Revenue Operations, and Deal Desk to scope and deliver enhancements, such as optimizing billing processes, improving collections workflows, and resolving Order to Revenue bottlenecks.
• Partner with IT engineering and integration teams to design, implement, and test changes in Zuora Billing/CPQ, NetSuite, and Salesforce, ensuring data accuracy, system stability, and alignment on definitions across platforms.
• Present process analyses, solution options, and recommendations to cross-functional stakeholders and leadership in a clear, structured way that supports informed, data-driven decisions.
• Own project delivery for Order to Revenue system initiatives from requirements gathering through user acceptance testing and production deployment, including supporting month-end and quarter-end close activities.
• Contribute to Quote to Cash and Order to Revenue documentation, including process maps, functional specifications, and control narratives that support operational excellence and SOX compliance.

Business Systems Analyst – Order to Cash

• Lead the growth of GitLab’s business in META by building the regional sales plan, enforcing pipeline discipline, and driving day-to-day execution to meet quarterly bookings and ARR targets.
• Manage, coach, and develop a team of Account Executives, joining customer meetings and modeling consistent, high-activity, field-focused sales behavior.
• Drive new logo acquisition across a broad base of medium-sized businesses in META while shaping and executing a long-term strategy for larger, more complex accounts.
• Build GitLab’s reputation in the META market by partnering with marketing, business development, and local networks to generate qualified pipeline and deepen market awareness.
• Establish clear operating rhythms, sales processes, and methodologies (such as MEDDPICC or similar) that create structure, accountability, and repeatability without sacrificing agility.
• Collaborate with regional sales leaders and cross-functional partners in account management, customer success, marketing, product, engineering, and operations to align coverage, share best practices, and ensure consistent execution.
• Develop and maintain executive-level relationships with key accounts, positioning GitLab as a strategic partner and uncovering expansion and renewal opportunities.
• Analyze pipeline, forecast, and performance data to identify gaps and opportunities, adjust regional plans to focus on the highest-impact activities, and represent the META business internally with clear insights on market trends and customer needs.