GitLab

Social Media Manager

• Create, maintain, and execute comprehensive social media content calendars across all platforms
• Coordinate content scheduling and publishing using Sprout Social
• Ensure consistent posting cadence and optimal timing for our audiences
• Plan content themes around developer events, product releases, and industry trends
• Manage content approval workflows and deadlines
• Develop technical content that resonates with software developers, engineers, and technical decision-makers
• Create tutorials, code snippets, technical tips, and developer-focused educational content
• Work with the Developer Advocacy team to translate complex technical concepts into engaging social media formats
• Collaborate with engineering teams to highlight technical innovations and features
• Manage daily social media activities across LinkedIn, Twitter/X, Instagram and YouTube
• Monitor developer communities and engage in relevant conversations
• Optimize posting times and content formats based on developer audience behavior
• Track and analyze content performance with focus on developer engagement metrics
• Prepare weekly and monthly performance reports
• Identify high-performing content types and optimize future posts
• Measure employee advocacy program effectiveness
• Develop and execute team member advocacy programs to amplify GitLab's brand through employee voices
• Create ready-to-share content for team members across all levels
• Manage social media presence for GitLab's executive suite, including content creation and coordination
• Draft platform-specific posts for C-suite executives across major announcements, product launches, and thought leadership opportunities
• Coordinate executive amplification strategies for key company initiatives
• Train and support team members on social media best practices and brand guidelines

Lead Social Media Manager

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 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.

Senior Solutions Architect

Director

• Lead the global Deal Desk organization, including managers and regional teams, and own the hiring, enablement, operating rhythm, and ongoing evolution of the function.
• Own the end-to-end service model for Deal Desk and Order Management, ensuring the team can support increasing deal complexity while maintaining speed, consistency, and control.
• Serve as the executive escalation point for complex, non-standard, and strategic transactions, balancing customer needs, deal velocity, pricing discipline, and operational integrity.
• Own the commercial operating model for consumption-priced and hybrid offers, including standard deal patterns, approval thresholds, exception paths, and field guidance for non-standard structures.
• Partner with Product and Pricing to translate pricing and packaging strategy into executable commercial rules, approval matrices, quoting workflows, and systems requirements for new products, bundles, and monetization changes.
• Define guardrails for multi-year agreements, ramps, bundled offers, usage-based constructs, private offers, channel motions, and other complex commercial terms so they can be supported without creating downstream billing, fulfillment, or accounting risk.
• Own global bookings fidelity and reconciliations, including Salesforce bookings accuracy, quote quality, and policy compliance across the quote-to-cash lifecycle.
• Partner with Sales Operations, Enterprise Applications, Finance, Accounting, Audit, and Compliance teams to improve workflows, strengthen controls, increase automation, and ensure commercial decisions can be operationalized cleanly in downstream systems and processes.

Senior Director, Deal Desk

• Lead multiple high-impact initiatives that support strategic public sector sales opportunities.
• Manage a team of Solutions Architects through hiring, coaching, feedback, and retention.
• Guide technical evaluations and validation efforts to help customers understand how GitLab meets their business and technical requirements.
• Collaborate with regional sales managers on account strategy and with cross-functional leaders on complex opportunities.
• Improve team practices and execution strategies in partnership with Solutions Architect leadership and other departments.
• Communicate GitLab’s vision, strategy, and values in a way that helps your team apply them in day-to-day work.
• Track team execution through key performance indicators and provide clear updates to peers and leadership.
• Model strong customer engagement by acting as a Solutions Architect on selected opportunities to support customer success.

Manager, Public Sector Solutions Architects

Customer Success Manager

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• 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.