Sr. Manager, Solutions Architect - SMB

GitLab

3d•Remote

About The Position

GitLab is hiring a Senior Manager, Solutions Architecture to manage a distributed team of Solutions Architects working with customers across India. This player-coach role combines people leadership and regional strategy with direct participation in high-impact sales opportunities. The manager guides technical strategy through complex sales motions and helps translate customer requirements into clear business outcomes. The role partners with regional go-to-market counterparts and teams across Sales, Channel, Marketing, Sales Enablement, Product Management, and global Solutions Architecture. In GitLab’s all-remote environment, the manager will build operating rhythms, strengthen executive relationships, and support the growth and effectiveness of the regional organization. Work includes technical evaluations, executive workshops, demonstrations, and proof-of-concept engagements, as well as developing practices that scale Solutions Architecture across Asia and India. GitLab expects team members to incorporate AI into their daily workflows. The position requires at least 25% travel. GitLab states that all roles are remote, though some roles may have location-based eligibility requirements.

Requirements

Experience managing technical teams in software or technology sales, pre-sales, consulting, or a related environment, with direct exposure to the India market.
Strong background in solution architecture or comparable practical experience, and ability to connect technical depth to customer business value.
Proven success developing, mentoring, and scaling Solutions Architecture practices or similar customer-facing technical organizations in growing businesses.
Strong communication and technical presentation skills, including the ability to engage across cultures with technical and business stakeholders.
Business acumen and sound judgment in balancing technical excellence, commercial outcomes, and regional priorities.
Track record of influencing cross-functional stakeholders and building partnerships across Sales, Channel, Marketing, Enablement, Product, and senior stakeholder groups.
Experience building inclusive, high-performing teams and clear, accountable operating practices in a distributed or remote environment.
Ability to travel at least 25%.

Responsibilities

Manage intermediate and senior Solutions Architects across India, setting direction and enabling high-quality regional execution.
Partner directly on strategic opportunities, build executive relationships, and coach the team through complex sales cycles to secure technical wins.
Guide regional strategy for technical evaluations, workshops, demonstrations, and proof-of-concept engagements, translating customer needs into technical and business outcomes.
Work with global Solutions Architecture, Sales, Channel, Marketing, Sales Enablement, and Product Management to align priorities and execute regional goals.
Manage dotted-line relationships with Channel Solutions Architects and subject matter experts, driving accountability, collaboration, and alignment.
Maintain operational discipline in workload planning, resource allocation, headcount planning, opportunity forecasting, and field execution.
Define and track team performance indicators and communicate progress, risks, and priorities to the team, peers, and senior stakeholders.
Hire, develop, and retain high-performing Solutions Architects, strengthen team capabilities, encourage innovation, and build a scalable regional organization.