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.
• Shar