Senior Director, Solution Architecture - North America

What you'll do

• Develop strategy and operations to improve win rates by helping teams discover, explain, and demonstrate how GitLab meets customer requirements and desired business outcomes.
• Lead initiatives that scale the organization and its operating model to support future growth.
• Create and improve processes, metrics, and key performance indicators for technical evaluations, workshops, demos, and proof-of-concept engagements.
• Partner with Sales and Partner teams to align on strategy, priorities, and support for specific prospects, customers, and partners.
• Build strong relationships with key customers at the technical sponsor and executive level.
• Work with Enterprise sales leadership in US, Canada & LATAM to support account plans, strategies, and quarterly goals.
• Collaborate with Customer Success, Product, Engineering, Marketing, Services, and Sales Operations to improve engagement models, team enablement, and field feedback loops.
• Hire, mentor, and develop an exceptional team of Solutions Architects and managers.
• Drive organizational transformation by proactively identifying gaps, building structure where none exists, and leading change without waiting for top-down direction.

What you'll bring

• Progressive leadership experience including substantial time as a second or third-line leader (managing managers) in technical sales, Solutions Architecture, or Sales Engineering organizations.
• Demonstrated ability to lead through ambiguity and rapid organizational change, bringing clarity and direction to teams even when strategy is still forming.
• Experience building and leading teams of managers in complex, distributed organizations.
• Strong experience improving strategy and operations for technical assessment processes, technical evaluations, and team enablement.
• Knowledge of software development lifecycle practices and tools, including agile and DevOps ways of working.
• Technical familiarity with cloud and security concepts, such as Kubernetes, Docker, static application security testing (SAST), dynamic application security testing (DAST), and cloud deployment models including Amazon Web Services (AWS), Google Cloud Platform (GCP), and Microsoft Azure.
• Experience selling technical solutions to technical practitioners, managers, and executive stakeholders.
• Proven ability to partner across functions, including Sales, Partners, Product, Engineering, Marketing, Customer Success, and Services.
• A self-starting, entrepreneurial approach — you don't wait for a playbook; you write it.