Manager, Solutions Architects – SF Bay area

Remote from: USA
Salary, yearly, USD: 154,200 - 231,300
Department: Product & Operations
Employment type: Full Time,
Job posted: 27 May 2026
Apply before: 27 Jun 2026
Experience level: Senior
Views / Applies: 10 / 3

Iterate faster, innovate together: Our DevOps platform is a single app for unparalleled development velocity.

Actively Hiring

AI Summary

GitLab is seeking a Manager, Solutions Architects to lead a distributed team serving enterprise customers in the San Francisco Bay area. The role involves coaching, mentoring, and retaining a high-performing team, as well as guiding technical evaluations and collaborating with Sales, Engineering, and Product Management. The manager will also model the work of a Solutions Architect, engaging in customer opportunities and driving successful adoption of GitLab's platform. This position requires experience in managing technical pre-sales professionals and a strong ability to collaborate cross-functionally. GitLab emphasizes a high-performance culture with AI integration and continuous knowledge exchange.

Role DNA

Job Complexity

Easy Hard

Pace & Pressure

Relaxed Fast-paced

Autonomy Level

Guided Full Ownership

Communication Load

Independent Highly Collaborative

AI Insight This role requires leading a distributed team, managing complex technical evaluations, and collaborating across multiple departments, which demands high-level strategic thinking and leadership skills.

Salary Analysis

AI Insight The offered salary range of $154,200 to $231,300 is competitive for a Solutions Architect Manager in the San Francisco Bay area, aligning well with the market median of $192,750. The top of the range is slightly below the market max, but the overall compensation is attractive given the seniority and location.

Key Skills

Solutions Architecture Team Leadership DevSecOps Enterprise Sales Technical Pre-Sales Coaching Cross-Functional Collaboration GitLab AI Integration Strategic Planning

Cover Letter Sample

I am excited to apply for the Manager, Solutions Architects position at GitLab. With over 10 years of experience in technical pre-sales and team leadership, I have successfully built and mentored high-performing teams that drive customer adoption of complex platforms. My background in DevSecOps and enterprise software aligns perfectly with GitLab's mission to transform how the world develops software.

In my previous role, I led a distributed team of solutions architects, where I focused on coaching, strategic account planning, and cross-functional collaboration. I am adept at guiding technical evaluations and articulating business outcomes, ensuring that customers realize the full value of the platform. I am particularly drawn to GitLab's emphasis on AI integration and its high-performance culture.

I am confident that my leadership style and technical expertise will enable me to drive meaningful results for GitLab's enterprise customers in the West territory. I look forward to the opportunity to contribute to your team and help shape the future of DevSecOps.

Possible Interview Questions

How do you approach coaching a team member who is struggling with technical presentations?

I would first observe their presentation to identify specific areas for improvement, then provide constructive feedback focusing on clarity, technical depth, and audience engagement. I'd offer to co-present or role-play with them, and set up regular check-ins to track progress.

Describe a time you had to manage a conflict between your team and the sales team. How did you resolve it?

In a previous role, there was tension because the sales team promised features that were not yet available. I facilitated a meeting with both teams to clarify capabilities and set realistic expectations. We created a joint account plan with clear milestones and communication protocols, which improved alignment and trust.

How do you ensure your team stays up-to-date with the latest product features and industry trends?

I encourage continuous learning through weekly knowledge-sharing sessions, subscriptions to industry blogs, and attendance at webinars. I also allocate time for team members to explore new features and create internal demos, fostering a culture of curiosity and expertise.

What metrics do you use to measure the success of your solutions architecture team?

Key metrics include technical win rate, customer satisfaction scores, time to close technical evaluations, and the number of successful proofs of concept. I also track team engagement and individual development goals to ensure long-term growth.

How would you handle a situation where a key customer is dissatisfied with the technical solution proposed by your team?

I would first listen to the customer's concerns to understand the root cause, then involve the team to brainstorm alternative solutions. I would escalate internally if needed, and work with the customer to adjust the approach, ensuring we align with their business objectives and restore confidence.

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

An overview of this role

As the Manager, Solutions Architects for our Enterprise team in the San Francisco Bay area, you’ll lead a distributed group of intermediate and senior Solutions Architects serving enterprise customers in the West sales territory. You’ll guide your team to act as trusted advisors to GitLab prospects and customers, helping them validate GitLab’s Enterprise Edition as the right technical and business solution and supporting successful adoption of the GitLab platform across the entire software development lifecycle. You’ll hire, coach, and retain a high-performing team, set clear expectations, and be accountable for how your team runs complex technical evaluations, articulates business outcomes, and collaborates with Sales, Engineering, Product Management, and Marketing. You’ll model the work of a Solutions Architect yourself, from solution design through technical presentations, so your team is equipped to drive meaningful customer change with GitLab.

What you’ll do

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.

What you’ll bring

Experience mentoring and developing technical team members, including giving and receiving constructive feedback.
Experience managing or leading technical pre-sales or information technology professionals, ideally in an enterprise-focused environment.
Ability to collaborate effectively with other managers and cross-functional partners to plan and execute sales and go-to-market strategies.
Strong technical presentation and communication skills, with the ability to engage both technical and business stakeholders.
Knowledge of the end-to-end software development lifecycle, including modern software development or operations practices.
Understanding of continuous integration and continuous deployment concepts and their impact on customer outcomes.
Familiarity with cloud computing concepts, related technologies, and common customer adoption patterns.
Ability and willingness to travel in line with business needs and the company’s travel policy, and openness to learning and using GitLab and related tools, including through transferable experience from adjacent domains.

About the team

The Enterprise Solutions Architect team partners with our largest customers to design and validate technical solutions that drive successful adoption of the GitLab platform. This role leads a group of intermediate and senior Solutions Architects aligned to the West Enterprise sales territory, working closely with Sales, Engineering, Product Management, and Marketing to support complex evaluations and long-term customer outcomes. We operate in a fully remote, asynchronous way across North America, using GitLab and our handbook-first approach to stay aligned on strategy, share technical best practices, and continuously improve how we support the sales cycle. Key opportunities for our team include deepening technical adoption of GitLab Enterprise Edition, connecting customer business goals with architectural recommendations, and serving as strong product advocates in the field.

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role’s base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range

$154,200—$231,300 USD

How GitLab Supports Full-Time Employees

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you’re excited about this role, please apply and allow our recruiters to assess your application.

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

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