An overview of this role

This position is 100% remote and will be based in the United Kingdom, Ireland, Germany, and/or Netherlands. 

GitLab is looking for an enthusiastic and strategic Business Development Representative (BDR) to join our growing Sales team. As a BDR at GitLab, you get the opportunity to lead the initial outreach to targeted Enterprise and Mid Market accounts working in conjunction with the Field and Digital Marketing teams as well as the Sales and Customer Success teams. In this role you'll leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles to introduce GitLab's value. You'll be responsible for generating qualified meetings and pipeline for GitLab's Sales organization.

Our BDRs come from a diverse background. Many have worked in closing roles previously or managed teams.

We have an extensive onboarding and training program at GitLab and you'll be provided with necessary DevOps and GitLab knowledge to fulfill your role.

What you’ll do

• 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.

What you’ll bring

• Positive and energetic phone skills, excellent listening skills, strong writing skills
• Meet or exceed daily, weekly, and monthly KPIs
• Proven experience taking initiative and independently driving projects or activities through to successful outcomes
• Alignment with our values and working in accordance with those values
• Knowledge of business process, roles, and organizational structure
• Demonstrated persistence in pursuing goals, learning from setbacks, and continuously improving to achieve strong results
• Passion about being a part of GitLab's journey
• Proficiency in using Salesforce and LinkedIn Sales Navigator
• Previous tech industry experience or experience in sales development, marketing, or sales is a plus
• Proficiency in English, our company language, is required for effective communication

About the team

As part of GitLab's growing Sales team, you will work closely with the Field and Digital Marketing teams, as well as the Sales and Customer Success teams. Our BDRs come from diverse backgrounds, and we provide extensive onboarding and training so you have the DevOps and GitLab knowledge you need to succeed.

An overview of this role

This position is 100% remote and will be based in the United States.

As a Business Development Representative (BDR) focused on the Department of War (DoW), you'll help GitLab grow its presence across the military. You'll own outbound prospecting and pipeline generation while building a strong understanding of the DoW landscape and the technology priorities driving investment across the enterprise. In this role, you'll work closely with 3–4 Account Executives on a strategic, growth-focused book of DoW accounts. Together you'll identify key opportunities, expand relationships within existing customers, and bring new programs and partners into GitLab's ecosystem.

You'll join a high-performing, growing public sector BDR team with clear onboarding, dedicated DoW-specific training, and a strong track record of internal promotions — giving you space to build a long-term career in federal sales and make a visible impact in your first year.

What you’ll do

• Drive high-volume prospecting into DoW accounts through a balanced mix of calls, emails, and LinkedIn.
• Collaborate closely with Account Executives to understand their territories, priorities, and account plans, turning that insight into targeted campaigns and qualified pipeline.
• Qualify inbound and outbound interest in GitLab's AI-powered DevSecOps platform, ensuring strong fit and smooth handoff to sales partners.
• Use GitLab's sales tools and systems to track activities, maintain accurate account and contact data, and report on pipeline and performance trends.
• Partner with public sector and enablement teams to apply specialized DoW training to your day-to-day prospecting strategy.
• Contribute to continual improvement of outreach messaging, playbooks, and processes by sharing feedback from prospects and AEs with the wider BDR and public sector teams.

What you’ll bring

• Proven experience as a Business Development Representative or in a similar role focused on outbound prospecting and pipeline generation
• Experience prospecting into DoD or federal accounts
• Excitement for GitLab's Public Sector mission and an understanding of the technology challenges facing the DoW
• Ability to quickly learn new processes and tools critical to BDR success (Outreach, Zoominfo, Cognism, Salesforce, LinkedIn Sales Navigator, etc.)
• Positive and energetic phone skills, excellent listening skills, and strong written communication
• Consistent track record of meeting or exceeding daily, weekly, and monthly KPIs
• A self-starter with credible, documented achievements in a pipeline-focused role
• You share our values and work in accordance with those values
• Knowledge of business processes, organizational structure, and how decisions get made in large federal or defense organizations
• Determined personality with a desire to grow and win in a complex, long-cycle sales environment
• Passionate about being part of GitLab's journey
• Excellent written and spoken English, our company language

About the team

The Public Sector BDR team focuses on creating qualified pipeline and long-term opportunities within GitLab's US Federal business. The team is a growing, high-performing group that includes BDRs across sub-verticals spanning the Department of the Air Force, Department of Defense, civilian agencies, FSI, and State, Local, and Education. The team works fully remotely and collaborates asynchronously across US regions, aligning to shared prospecting processes and public sector-specific enablement while leveraging GitLab's established name recognition across the defense community. Current priorities include deepening relationships and driving growth within key DoW accounts, supporting new logo acquisition through targeted prospecting, and building repeatable motions tailored to the unique buying patterns and mission cycles of the Department of the Air Force enterprise.

Regional Director - UK/I Strategic Accounts

As a Regional Director, UK/I Strategic Accounts on GitLab's Sales team, you'll lead a regional strategic sales organization focused on driving growth across the UK and Ireland. You'll be responsible for building and executing the regional sales strategy, growing existing customer relationships, expanding the client base, and helping your team deliver against revenue goals. You'll work closely with cross-functional partners across Marketing, Customer Success, Ecosystems, and Sales to create a strong customer experience and bring GitLab's value to strategic accounts across the region.

Some examples of our projects:

• Developing and executing regional sales plans that align territory priorities, account growth, forecasting, and team performance to support GitLab's revenue goals
• Building strong relationships with key decision-makers across strategic accounts while coaching a regional sales team to grow pipeline, close complex opportunities, and expand customer value

What you'll do

• Leads and executes best-in-class sales strategies that exceed revenue and growth targets for the team. Ensures the sales team consistently delivers high performance, setting the standard for excellence across the organization
• Develops and executes strategies focused on expanding the client base within the territory
• Maintains close contact with assigned accounts by establishing strong relationships with key decision makers. Develops and maintains a strong executive call plan and relationship with the CXO's & Program level leaders for the account set
• Analyzes market dynamics in an effort to maximize existing successes and to create new sales growth opportunities
• Drives the transformation to a solution-selling approach. Focuses on growing our top-tier client base and positioning our offerings as transformational solutions. Cultivates a mindset that goes beyond product selling to consultative, long-term client partnerships.
• Prioritises customer adoption and consumption. Works directly with customers to ensure that they derive maximum value from our solutions. Support the team in fostering long-term relationships and driving customer success.
• Leads efforts to explore and execute verticalisation as a model for scaling. Provide strong strategic direction for the development of vertical sales teams and specialized market approaches.
• Prepares forecasts, territory/industry management, and growth plans
• Educates team on significant industry factors including competitive products, regulations, trends, customer needs, and pricing
• Establishes and reports on metrics to measure team performance; correct deficiencies where necessary
• Ensures that the sales plan is aligned with and supports the corporate revenue goal
• Invests time weekly to build and engage a pipeline of top talent for potential future hires
• Manages a team of 5-10 Strategic Account Executives; fosters a successful and positive team environment.
• Hires, coaches and develops top talent into the team
• Drives a high performing sales organisation
• Leads by example whilst being a role model for the team
• Empowers individuals to grow their own business

What you'll bring

• Demonstrated progressive experience in field sales, operations and leadership
• Data-informed sales management skills, including building repeatable processes, pipeline discipline, and forecast accuracy using Salesforce (or a similar CRM).
• Experience selling complex, high-value software solutions and expanding customer relationships within commercial accounts.
• Experience selling to Fortune 500; willingness to "roll up your sleeves" and sell
• Demonstrated progressive experience leading field sales teams using the MEDDPICC or similar sales methodology.
• Strong solution selling experience and experience elevating the team to be solution sellers
• Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
• Ability to exercise effective judgment, sensitivity, creativity to changing needs and situations; ability to handle a fast-paced environment and challenging workload
• Strong relationship building and negotiation skills
• Strong presentation skills; Executive level communication skills (both written and verbal) and the ability to mentor others
• You share our values, and work in accordance with those values.
• Leadership at GitLab
• Ability to use GitLab

About the team

The Regional Director reports to the Area Vice President of GitLab North Region. The Sales team at GitLab helps organizations adopt the most comprehensive AI-powered DevSecOps platform while building long-term customer relationships rooted in trust, value, and measurable outcomes.

How GitLab will support you

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off 
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental leave 
• Home office support

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.

An overview of this role

As the Staff Product Manager, AI Agent Orchestration Platform at GitLab, you'll help define how intelligent agents work across our AI-powered DevSecOps platform. You'll focus on the core agent orchestration platform, shaping the product direction for foundational capabilities such as agent context, agent memory, background agents, and orchestration workflows. This role sits at the center of an important area for GitLab as we build the future of human-agent collaboration and create product experiences that are useful, reliable, and scalable for technical users.

You'll work with a high degree of latitude while partnering closely with Engineering, Design, Research, and cross-functional stakeholders to turn complex AI platform needs into clear product direction.  From day one, new hires get access to the latest AI tools and workflows, helping them stay at the cutting edge of the technology and streamline how work gets done

 In this role, you'll balance strategic thinking with execution, helping teams make sound choices about platform capabilities that enable agentic experiences across GitLab. In your first months, you'll focus on clarifying the product vision for the orchestration layer, aligning teams around key problems to solve, and driving progress on the platform foundations needed to enable AI agents to operate effectively.

Some projects in this area:

• Defining product strategy for a core AI agent orchestration platform.
• Shaping capabilities related to agent context, agent memory, and background agents.

What you'll do

• Define and drive product strategy for GitLab's AI agent orchestration platform, with a focus on core platform capabilities that support agentic workflows.
• Partner closely with Engineering and Design to identify product opportunities, prioritize platform investments, and guide execution from concept through delivery.
• Translate complex technical areas such as agent context, agent memory, and background agent behavior into clear product requirements and roadmap decisions.
• Work across teams to align platform direction with broader GitLab AI initiatives and ensure orchestration capabilities can support a range of use cases.
• Use product management best practices to drive discovery, clarify problem statements, and create shared understanding among stakeholders.
• Communicate product vision, priorities, and decisions clearly to cross-functional partners and help teams stay focused on the highest-impact work.
• Contribute as a senior product leader by bringing structure to ambiguity and helping shape how GitLab builds AI-native platform capabilities.

What you'll bring

• Deep experience in product management, including ownership of complex technical products or platforms from early definition through iteration and delivery.
• Previous agentic AI product management experience, with strong familiarity in areas such as AI orchestration, agent memory, agent context, and related platform concepts.
• Strong product judgment and the ability to work effectively in ambiguous, fast-evolving spaces where requirements and patterns are still emerging.
• Experience partnering with technical teams to shape platform products and translate sophisticated system behavior into clear priorities and requirements.
• Ability to think strategically about platform design while staying close to execution details that affect product quality and usability.
• Strong written and verbal communication skills, with the ability to explain technical AI concepts clearly to a range of stakeholders.
• A structured approach to product discovery, prioritization, and decision-making, grounded in sound product management fundamentals.
• Demonstrated ability to learn quickly, adapt product decisions as AI capabilities evolve, and stay current with changes in the AI landscape.

About the team

You'll be part of GitLab's AI Product Management team, working at the intersection of product, engineering, and design to solve new problems in a fast-evolving area of AI and DevSecOps. Our work is highly collaborative and technical, with a strong focus on turning emerging needs into clear priorities and thoughtful execution.

As a Customer Success Architect, you’ll be a strategic advisor to some of GitLab’s most important Federal Government customers, helping them connect our DevSecOps platform to their business goals and realise meaningful, long-term outcomes. You’ll partner closely with customers after the sale to turn pre-sales command plans into concrete success plans, guide them along the customer journey, and drive hands-on enablement, adoption, utilisation, and maturity. Reporting into the APJ  Customer Success organisation, you’ll own a book of customers, act as their primary GitLab liaison for questions and escalations, and coordinate with Product Management, Engineering, Sales, Professional Services, and Support so customers can navigate complex technical and organisational challenges with confidence.

You’ll use your understanding of Git, software development lifecycles, and continuous integration, continuous deployment, and DevSecOps practices to help customers adopt best practices and stay current with new GitLab capabilities. In your first year, success looks like building strong, consultative relationships with key stakeholders, increasing adoption of the GitLab platform, and strengthening retention, growth, and customer satisfaction across your portfolio.

What you’ll do

• Partner with customers to translate pre-sales command plans and desired business outcomes into actionable objectives and clear success criteria.
• Guide customers on how to best use the GitLab platform, including common DevSecOps best practices, Git workflows, CI/CD, and adoption patterns.
• Own a book of customers and drive adoption, retention, expansion, and overall satisfaction through ongoing strategic and technical engagement.
• Build and maintain Customer Success Plans, define critical goals and key performance indicators, and track progress with customers over time.
• Act as the primary GitLab liaison for assigned accounts, coordinating responses to questions, issues, and escalations across Support, Product Management, Sales, and Professional Services.
• Provide hands-on technical enablement and onboarding, including education on new GitLab features, releases, and relevant use cases.
• Program manage account escalations, ensuring root causes are understood, follow-up actions are owned, and stakeholders are informed.
• Collaborate with Services and other internal teams to identify and recommend training, enablement, and maturity opportunities aligned to customer needs.

What you’ll bring

• Practical understanding of Git, common branching strategies, and modern software development lifecycles.
• Working knowledge of continuous integration, continuous deployment, and DevSecOps practices.
• This role will need NV1 or NV2 clearance, or eligibility to be cleared for one. 
• Experience partnering with customers to define business outcomes and translate them into actionable success plans, key goals, and measures.
• Background in customer success, post-sales, or professional services roles focused on adoption, retention, and satisfaction.
• Ability to manage a portfolio of customers, including handling escalations and coordinating across Support, Product Management, Sales, and Professional Services.
• Strong communication, presentation, and organisational skills, with attention to detail and analytical thinking.
• Experience planning and managing projects or initiatives in technical environments, including identifying training and enablement needs.
• Alignment with GitLab’s values and interest in applying transferable skills from related roles or industries, with flexibility to travel as needed according to company policy.

About the team

We are part of GitLab’s Customer Success organisation. Our mission is to help customers align the GitLab platform with their business objectives through hands-on technical enablement, driving adoption, utilisation, and DevSecOps maturity while building strong, consultative relationships. As Customer Success Architects, we act as trusted advisors and key liaisons between customers and the broader GitLab ecosystem, collaborating closely with Product Management, Engineering, Sales, Support, and Professional Services to address questions, guide roadmaps, and navigate escalations. We work in an all-remote, asynchronous way, coordinating across time zones to support a focused set of strategic accounts and ensure long-term customer success.

An overview of this role

As Senior Executive Business Partner, you'll help GitLab's Chief Information Officer stay focused on the work that matters most by creating structure, clarity, and momentum across a fast-moving organization. This role is central to keeping priorities visible, decisions well-supported, and operations running smoothly across meetings, travel, recruiting, reporting, and cross-functional coordination. You will work across tools like Google Workspace, Slack, Navan, Zoom, GitLab, and AI tools to manage competing demands, anticipate needs before they become urgent, and support a senior leader in a dynamic public company environment.

This role goes beyond traditional executive support. You will help run the broader Office of the CIO by supporting leadership cadences, anticipating inbound needs, surfacing recommendations instead of only questions, and creating the conditions for better decisions and stronger follow-through across the organization.

You will work across tools like Google Workspace, Slack, Navan, Zoom, GitLab, and AI tools to manage competing demands, anticipate needs before they become urgent, and support a senior leader in a dynamic public company environment. Success in this role requires sound judgment, comfort with ambiguity, quick responsiveness, and a highly proactive approach to problem-solving.

This is a high-trust role for someone who is organized, resourceful, calm under pressure, and able to build an authentic partnership with the CIO and key stakeholders across the function.

What you’ll do

• Support the Chief Information Officer with day-to-day administrative and operational needs across scheduling, communications, planning, and execution.
• Manage complex calendars by vetting requests, prioritizing meetings, recommending tradeoffs, and aligning schedules with GitLab meeting norms and practices.
• Proactively manage inbound requests to the CIO by framing issues, offering recommendations, and helping drive timely decisions instead of simply escalating questions.
• Own and strengthen leadership cadences across the broader Office of the CIO, including staff meetings, team meetings, planning rhythms, and other recurring operating mechanisms.
• Prepare detailed agendas, briefing materials, and meeting content far enough in advance to support thoughtful review and meaningful discussion in internal and external meetings.
• Track follow-ups, action items, deliverables, and updates across direct reports and functional peers, and actively remind the CIO when action or acknowledgment is needed.
• Help the CIO maintain strong visibility into team progress, emerging issues, and moments of achievement across the organization.
• Build trusted working relationships with leaders, direct reports, and key individual contributors to stay close to what is happening in the division and provide informed insight and advice.
• Coordinate end-to-end travel logistics, including transportation, lodging, security, visas, and related documentation.
• Process expense reports and monitor reimbursements with accuracy and timely follow-through.
• Partner with People Operations, Information Technology, recruiting teams, and other Executive Business Administrators to resolve logistics, schedule interviews, coordinate onboarding, and provide coverage when needed.
• Manage team meetings, onsites, and events by handling scheduling, materials, vendor coordination, owning agenda development, pre-meeting prep, note-taking, action item tracking, and budget support while using AI tools to streamline routine work and information synthesis.

What you’ll bring

• Experience supporting senior executives in a fast-moving business environment, with the judgment to manage shifting priorities, sensitive matters, and competing demands.
• A proactive, partnership-oriented working style, with the ability to anticipate needs, move quickly, and adapt thoughtfully to an ever-changing environment.
• Comfort operating in ambiguity and managing complexity with sound judgment, calm execution, and strong problem-solving skills.
• Ability to manage complex calendars, travel, and expenses for multiple stakeholders while maintaining accuracy and clear communication.
• Experience working with technology or Information Technology organizations, with an understanding of how to support cross-functional operational work.
• Strong executive communication skills, including the ability to synthesize information, prepare recommendations, and ensure the right content is ready at the right time.
• Demonstrated follow-through and accountability, including the confidence to keep senior leaders on track with reminders, open items, and commitments.
• Strong interpersonal skills and the ability to build trusted relationships across leaders, peers, and key contributors while maintaining discretion with confidential information.
• Proficiency with tools such as Google Workspace, Slack, Zoom, and Navan or similar platforms used for collaboration, scheduling, travel, and expense management.
• Comfort using AI tools to improve productivity, automate routine tasks, and synthesize information.
• A collaborative, independent, and detail-oriented approach, including openness to transferable experience from adjacent administrative or project coordination backgrounds.

About the team

The Executive Business Administration function supports GitLab leaders by creating the operational foundation that helps teams work effectively in an all-remote, asynchronous environment.

In this role, you’ll work closely with the CIO and partner with other Executive Assistants across the organization to coordinate priorities, improve visibility, and keep important work moving across regions and functions. You will also help strengthen the operating rhythms of the Office of the CIO by improving preparedness, communication, follow-through, and proactive support across the broader organization.

The team operates with a high level of trust, autonomy, and collaboration, and this role is especially well-suited for someone who can combine strong execution with organizational insight, relationship-building, and a practical sense for what the CIO and the function will need next.

How GitLab will support you

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off 
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental leave 
• Home office support

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.

An overview of this role

As the Director, Customer Support Systems, you will lead the technology strategy that supports GitLab's global post-sales organization. In this role, you will take ownership of the systems that power Customer Success, Support, and Community workflows, with a strong focus on the Zendesk platform and the broader support technology ecosystem. Reporting to the Vice President of Business Systems, you will help shape a reliable, scalable foundation for how GitLab serves customers after the sale.

You will work closely with leaders across Customer Support, Customer Success, and Community to design a more connected post-sales systems landscape. This includes improving case routing, strengthening self-service experiences, and connecting support data with platforms such as Gainsight and Salesforce so teams have a clearer view of customer health and operational performance. You will also guide a distributed team of engineers and architects as they move the support technology stack from reactive maintenance to more proactive, data-informed improvement.

In your first year, you will help define a clear roadmap for post-sales systems, improve platform governance, and support stable release practices for systems that serve always-on support operations. This is a high-impact opportunity to improve how GitLab teams work together across the customer lifecycle and to build systems that support retention, expansion, and a better customer experience.

What you'll do

• Lead the strategy, architecture, and execution for the technology ecosystem that supports GitLab's global Customer Success, Support, and Community functions.
• Define and deliver a multi-year roadmap for post-sales systems that aligns with business goals and is measured through retention, expansion, and customer experience outcomes.
• Take operational ownership of the global Zendesk environment, ensuring high availability, strong case routing, and effective integration with customer relationship management and internal engineering workflows.
• Partner directly with post-sales leaders to improve support technology, moving from a reactive ticket management approach to a more proactive model focused on self-service, case deflection, and faster resolution.
• Design scalable processes across the customer lifecycle, including onboarding, customer health, case management, renewals, and related post-sales workflows.
• Drive the adoption of artificial intelligence and automation capabilities to improve efficiency, triage, routing, operational productivity, and risk identification.
• Work with Data and Business Intelligence teams to improve data integrity and support a reliable source of truth for health scores, product usage reporting, and retention insights.
• Mentor and grow a distributed team of business systems professionals, building a culture of ownership, collaboration, documentation, and continuous improvement.

What you'll bring

• Significant experience in Enterprise Applications or Business Systems, including strong leadership experience in a high-growth business-to-business software environment.
• Strong knowledge of post-sales business processes, including customer success, support, renewals, and the broader customer lifecycle, with a clear understanding of how systems influence retention and churn outcomes.
• Proven experience owning or leading major customer-facing platforms such as Zendesk, Service Cloud, or Gainsight, including platform configuration, optimization, and governance.
• Experience designing integrations between customer success tools and core business platforms such as Salesforce, finance systems, and data platforms.
• Ability to work effectively across technical and business teams, influence senior stakeholders, and translate strategic goals into practical system improvements.
• Strong analytical skills and comfort working with data models, health scoring frameworks, dashboards, and operational reporting used to guide customer decisions.
• Demonstrated success leading and developing globally distributed teams of analysts, administrators, developers, or architects in an all-remote and asynchronous environment.
• Bachelor's degree in Computer Science, Information Technology, Engineering, or equivalent practical experience.

The Customer Success IT team builds and supports the systems that help GitLab's post-sales teams serve customers effectively at scale.

We work across business systems, process design, integrations, and data to improve how Customer Success, Support, and Community teams operate throughout the customer journey. Our work helps connect customer signals, reduce friction in day-to-day operations, and make it easier for internal teams to act on reliable information.

This team sits at the intersection of technology and business impact. Team members partner closely with post-sales leaders and technical teams to solve complex operational challenges, improve visibility into customer outcomes, and support a more connected experience across tools and workflows. Because GitLab works in an all-remote environment, the team values clear communication, strong documentation, thoughtful ownership, and collaboration across time zones. If you enjoy solving systems problems that have a direct impact on customer retention and long-term success, you'll find meaningful work here.

An overview of this role

Commercial Named Account Executives are the primary point of contact between prospective and existing customers of GitLab within the top end of the mid-market, which currently works with companies that employ between 250 to 3,999 employees. These GitLab team members manage the spectrum of project sizes, ranging from small fast growing teams in smaller agile organizations to complex enterprise projects advising on the journey with GitLab to achieve specific business outcomes.

Commercial Named AEs work closely in tandem with the business development team and sales management to manage a broad book of business spread over a large opportunity value range and focus on exceeding client expectations.

This person must be located in Eastern or Central Timezones. 

What you'll do

• Meet or exceed quota while fostering strong customer relationships
• Articulate the value of GitLab to our Commercial prospects and customers in the US Eastern region
• Take ownership of and act as the CEO for the book of business in your territory:
• Document the buying criteria & process, next steps & owners
• Build a strong pipeline through a healthy cadence of prospecting activity
• Prospect and close new business to expand your territory
• Ensure adoption of our solutions and do your best to avoid churn and contraction
• Work and collaborate with our Partner ecosystem to drive new business and value for our customers
• Create an accurate forecast for each quarter against your plan/budget
• Drive attendance to our events, which you will be part of to further network with current and prospective customers
• Contribute to root cause analyses on wins/losses.
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
• Contribute to documenting improvements in our sales handbook
• Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process
• Be the voice of the customer by contributing product ideas to our public issue tracker
• Master MEDPICC and Command of the Message on all opportunities

What you'll bring

• A true desire to see customers benefit from the investment they make with GitLab
• Demonstrated progressive experience with SaaS sales through pitching on value to development team (preferably devops)
• Interest in GitLab, and open source software
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator, strong interpersonal skills
• Motivated, driven and results oriented
• Excellent negotiation, presentation and closing skills
• Preferred experience with Git, Software Development Tools, Application Lifecycle Management
• You share our values, and work in accordance with those values.
• Ability to travel regularly to meet with customers in person and comply with the company’s travel policy

About the Role

We are looking for a Director of Engineering to lead the teams building the core primitives for Workflows and Function Runtime at GitLab. You will own the strategy, architecture, and delivery of scalable, multi-tenant, and cost-efficient distributed systems that become shared infrastructure for many product groups across GitLab.

This is a hands-on leadership role: you’ll work directly with senior and principal engineers on design and technical decisions, while also building and scaling a high-performing, values-aligned engineering organization.

What You’ll Do

• Own the technical vision and roadmap for GitLab’s core Workflow and Function Runtime primitives, in partnership with Product, Architecture, and other platform teams.
• Lead and grow multiple engineering teams responsible for highly available, horizontally scalable, and secure distributed systems used across GitLab.
• Be hands-on with architecture and code: review designs, dive into incidents, and contribute to critical paths where needed.
• Drive operational excellence for these shared services, including SLOs, on-call, incident response, capacity planning, and resilience across regions and tenants.
• Optimize for cost and efficiency at scale, balancing performance, reliability, and unit economics for long-running and bursty workloads.
• Define and mature platform APIs and abstractions that allow product teams to compose workflows, schedule functions, and integrate with the runtime safely and predictably.
• Create a strong engineering culture focused on results, iteration, ownership, and rigorous technical judgment.
• Collaborate across the company (Product Management, Security, Infrastructure, Data, AI/ML, and other stage groups) to ensure the platform primitives meet the needs of diverse workloads.
• Recruit, develop, and retain senior and staff-level engineers and managers; provide clear expectations, feedback, and growth paths.
• Champion GitLab values (results, transparency, efficiency, collaboration, diversity & inclusion) in how the team plans, executes, and communicates.

What You’ll Bring

• Proven experience leading teams building core platform or infrastructure services (e.g., workflow engines, function runtimes, control planes, high-scale microservices, or similar distributed systems).
• Track record as a hands-on engineering leader: you’ve meaningfully contributed to architecture and design, and you are comfortable reading/writing code to unblock or clarify.
• Strong background in scalable, multi-tenant distributed systems, including topics such as service decomposition, data partitioning, fault tolerance, and backpressure.
• Demonstrated success operating mission-critical services in production (SLOs, on-call, incident management, postmortems, capacity management, chaos/DR testing).
• Experience driving cost efficiency in cloud-native environments (profiling, performance tuning, right-sizing, storage and network optimization, and thoughtful use of managed services).
• Familiarity with Kubernetes, modern cloud infrastructure (AWS/GCP/Azure), and event-driven/async architectures; experience with function-as-a-service or serverless runtimes is a plus.
• People leadership experience managing managers and senior/staff engineers, with a record of hiring, coaching, and building inclusive, high-trust teams.
• Ability to work effectively in a fully remote, globally distributed organization, with excellent written and asynchronous communication skills.
• 10+ years of professional software engineering experience, including 4–6+ years in engineering leadership (multi-team or org-level scope).

About the Role

We are looking for a Distinguished Engineer to pioneer and scale autonomous, agentic SDLC capabilities across GitLab. Distinguished Engineers are recognized experts across multiple technology domains and represent the most senior level of technical leadership within and across divisions at the company.

In this role you will deeply immerse in GitLab's product and internal engineering workflows to identify classes of problems that can be wholly or largely addressed by AI agents, validate them through rigorous experimentation in production-adjacent environments, and codify patterns that can be productized for our millions of users. You will act as a bridge between Architecture, Product, Infrastructure, and Data and ML teams, ensuring that agentic capabilities deliver durable value internally first and then scale reliably and securely to our customers.

This role reports to a Director-level engineering leader.

What You'll Do

• Define and continuously refine a company-wide technical vision for autonomous, agentic SDLC that aligns with GitLab's product strategy and Engineering job architecture.
• Identify and prioritize non-linear productivity opportunities across the SDLC, from planning and coding to review, security, compliance, and operations, targeting 10x step changes rather than incremental gains.
• Translate ambiguous problem spaces into concrete, iterable roadmaps in partnership with Product, AI and ML, and Architecture teams.
• Lead hands-on experiments and prototypes to validate where agentic workflows can fully own or materially reshape engineering tasks, including autonomous MR authoring, test creation and triage, security remediation, release readiness, and incident response.
• Design and implement reference architectures for agentic SDLC inside GitLab, including orchestration patterns, safety guardrails, observability, and human-in-the-loop controls.
• Define evaluation frameworks using offline benchmarks and online experiments to measure correctness, latency, safety, cost, and productivity impact of agentic workflows.
• Select and own a small set of high-impact internal use cases as pathfinders and drive them from concept through adoption to measurable productivity gains.
• Work directly with engineering teams to embed agentic workflows into day-to-day development, ensuring they are trusted, observable, and resilient.
• Define and track core productivity metrics such as cycle time, MTTR, and MR throughput, and link agentic interventions to real business outcomes.
• Capture and codify reusable patterns, libraries, and playbooks that other teams can adopt with minimal friction.
• Work with Product Management and Engineering leadership to convert proven internal patterns into product capabilities that can be safely and reliably offered to customers.
• Ensure designs respect multi-tenant, compliance, and data governance requirements across GitLab.com and self-managed customers.
• Serve as a point of escalation for complex technical and architectural decisions related to agentic workflows, AI safety, and large-scale systems integration.
• Mentor Principal and Staff Engineers working on AI and agentic efforts, raising the overall bar for technical execution, experimentation rigor, and cross-team collaboration.
• Write clear, opinionated design documents, architecture narratives, and decision records that help teams make aligned, high-quality decisions independently.
• Represent GitLab in the broader ecosystem at conferences, standards groups, and open source communities on topics such as AI-assisted development, autonomous agents, and productivity measurement.
• Partner with Security and Compliance to define guardrails, review processes, and monitoring for agentic features, ensuring responsible use of AI and protection of customer data.
• Work with Reliability and SRE teams to ensure that agentic services are observable, debuggable, and resilient, and that failure modes degrade gracefully.

What You'll Bring

• 10+ years of software engineering experience, including 4+ years in a Staff, Principal, or equivalent senior technical leadership role.
• Deep expertise in AI and ML systems, including large language models, agentic frameworks, and autonomous workflow design at production scale.
• Proven track record of leading hands-on technical experimentation, including defining evaluation frameworks, running benchmarks, and translating findings into scalable architecture decisions.
• Strong background in scalable, multi-tenant distributed systems, including service decomposition, fault tolerance, observability, and operational resilience.
• Experience designing and implementing human-in-the-loop controls, safety guardrails, and responsible AI practices for production systems.
• Demonstrated ability to drive cross-functional alignment across Engineering, Product, Infrastructure, and Data and ML teams on complex, ambiguous technical challenges.
• Experience mentoring senior engineers and influencing technical direction across multiple teams or divisions without direct authority.
• Ability to work effectively in a fully remote, globally distributed organization with excellent written and asynchronous communication skills.
• Familiarity with GitLab's DevSecOps platform, CI/CD primitives, and the software development lifecycle is a strong plus.

An overview of this role

As the Senior Director, Global SMB Sales, you will lead GitLab's worldwide strategy and execution for the small and medium-sized business segment (SMB). This is a senior leadership role with broad ownership across revenue, go-to-market design, team leadership, and operating rhythm for our global, distributed sales organization. You will guide a high-velocity, data-driven, and customer-focused sales motion that helps SMB customers adopt and expand their use of GitLab's AI-powered DevSecOps platform.

In this role, you'll partner closely with Commercial Sales leadership, Marketing, Revenue Operations, Customer Success, Product, and Digital/Online Sales to shape scalable programs across the SMB customer lifecycle. Reporting to the VP, High Velocity Sales, you'll help define how we serve SMB customers globally while building the systems, talent, and strategy needed to support durable growth. This is a strong opportunity to influence both business outcomes and the future of our SMB motion at global scale.

What you'll do

• Own the global SMB business, including revenue performance across net new annual recurring revenue, expansion, and retention across routes to market.
• Lead and scale a distributed organization of SMB sales leaders, supporting performance, accountability, coaching quality, and leadership development across regions.
• Build and improve a high-velocity SMB sales motion, extending existing playbooks and processes to support efficient, repeatable execution worldwide.
• Deliver accurate forecasts, pipeline reviews, and growth plans at the global, regional, and team levels, aligned to company revenue objectives.
• Partner with Revenue Operations and Finance on key operating levers such as quotas, compensation, lead management, and territory changes.
• Work closely with Marketing, Sales Development, Product, Customer Success, Professional Services, Support, and Digital/Online Sales to create a seamless and effective SMB customer journey.
• Establish and inspect core SMB performance metrics, including pipeline coverage, conversion, sales velocity, productivity, and retention, and take corrective action when needed.
• Bring the voice of the SMB customer into strategic decisions by using market insight, customer behavior, and performance data to refine programs, messaging, and execution.

What you'll bring

• Significant experience in B2B software sales, including strong sales leadership experience in SMB or Commercial segments within a software as a service environment.
• Proven success owning large revenue goals and driving growth through global or multi-region sales organizations.
• Experience building and scaling high-velocity sales motions, including inbound, outbound, and digitally supported engagement models.
• Strong ability to lead front-line leaders and managers in a distributed environment, with a track record of coaching teams in consultative and value-based selling.
• Excellent analytical and operational judgment, including comfort using performance data to shape strategy, improve execution, and solve root-cause issues.
• Demonstrated ability to collaborate and influence across senior stakeholders in Sales, Marketing, Product, Customer Success, Revenue Operations, and Finance.
• Familiarity with sales planning and infrastructure topics such as forecasting, quota setting, territory design, coverage models, and customer account health.
• Clear communication skills and enough technical fluency to explain GitLab's value to both business and technical buyers, including concepts related to DevSecOps, continuous integration and continuous delivery, source code management, Agile planning, and artificial intelligence capabilities.

The Global SMB Sales team is responsible for helping small and medium-sized businesses discover, adopt, and grow with GitLab through efficient, scalable, and customer-centered sales motions. This team operates at the intersection of growth strategy, frontline execution, and cross-functional collaboration, working across regions to serve a broad and dynamic customer segment with consistency and speed.

The team is focused on building repeatable programs that support global scale while still reflecting regional market needs and customer behavior. It brings together sales leadership, operational discipline, and customer insight to improve how GitLab reaches SMB buyers and supports them from first engagement through renewal and expansion. Because the organization is globally distributed and works asynchronously, success on this team depends on clear communication, strong documentation, and a shared commitment to GitLab values. For more information, please visit the High Velocity Sales Team Handbook Page. 

Location: United States or Canada 

As a Contract Sourcer at GitLab, you'll help build strong candidate pipelines for our sales team
in the AMER region in a fully remote, distributed company. You'll focus on finding and engaging
passive talent for sales roles, while partnering closely with recruiters, hiring managers, and
business leaders to understand hiring needs and local market dynamics. This is a highly
outbound role where your research, outreach, and judgment will directly influence hiring
outcomes. You'll also help strengthen sourcing practices by mapping talent markets, building
pipelines, and improving how we identify and connect with great candidates in a values-driven
environment.

What you'll do

● Source and engage passive candidates for sales roles across the AMER region using
LinkedIn, online research, events, and other outbound channels.
● Build representative candidate pipelines with meaningful focus on identifying talent from
a wide range of backgrounds and experiences.
● Partner with recruiters and hiring managers to understand role requirements, business
priorities, and ideal candidate profiles.
● Map talent markets and gather intelligence on competitors, locations, and candidate
pools to inform sourcing strategies.
● Assess candidate alignment for specific roles, teams, and GitLab's values, and share
clear recommendations with recruiting partners.
● Screen and qualify candidates, building and maintaining talent benches across multiple
countries in the AMER region to ensure strong pipeline depth and readiness for evolving
business needs.
● Deliver a strong candidate experience through thoughtful outreach, timely
communication, and professional relationship building.
● Continuously improve sourcing workflows, outreach approaches, and research methods
to increase efficiency and quality.
● Maintain accurate activity and candidate data in applicant tracking and recruiting
systems, and stay open to learning new tools and processes.

What you'll bring

● Relevant experience in recruiting and/or sourcing, including direct experience sourcing
passive candidates in a fully outbound environment.
● Experience sourcing for Account Executive and other sales roles, ideally within the
software industry.
● Strong research skills and the ability to identify, map, and engage talent across
competitive regional and global markets.
● Experience working directly with recruiters and hiring managers to align on hiring needs
and adjust sourcing strategies as priorities change.
● Clear written and verbal communication skills, with the ability to build trust across teams,
candidates, and time zones.
● Strong organization skills and comfort managing multiple searches, deadlines, and
competing priorities.
● Familiarity with applicant tracking systems and recruiting tools. Experience with
Greenhouse or LinkedIn Recruiter is ideal.
● Comfort working remotely in an asynchronous environment, along with willingness to
learn and use tools such as GitLab.

The Talent Acquisition team at GitLab helps the company grow by finding people who can
contribute to our mission and thrive in our all-remote environment. Within that group, sourcing
plays a key role in reaching talent that may not be actively applying, especially in competitive
markets and business-critical functions. You'll work with teammates who care deeply about
candidate experience, thoughtful partnership, and inclusive hiring practices. The team values
clear communication, strong market insight, and steady iteration in how we work. This role is
especially important as GitLab continues to grow go-to-market teams in AMER, where strong
regional knowledge and effective collaboration across time zones can help teams hire with more
focus and confidence.

An overview of this role

As a Staff Forward Deployed Engineer at GitLab, you will work at the intersection of customer outcomes, product direction, and hands-on engineering. This role is focused on strategic accounts in the AMER region, where you will help customers adopt GitLab and the GitLab Duo Agent Platform in complex enterprise environments, including self-managed, regulated, and constrained deployments. You will guide deep technical discovery, design practical adoption paths, and build reusable solutions that help customers move from early platform use into broader CI/CD, security, compliance, and AI-enabled workflows.

This is not a traditional consulting role centered on one-off delivery. Instead, you will use customer issues to create durable technical assets, shape architecture patterns, and influence upstream product and engineering decisions when field needs point to a broader solution. Your work will help reduce time to value for strategic customers while improving how GitLab scales adoption across similar environments.

Some examples of our projects:

• Building a regulated-environment deployment accelerator for GitLab Duo Agent Platform in self-managed or constrained environments
• Authoring reusable reference architectures for AI Gateway, identity, runners, network boundaries, model connectivity, and governance controls

What you’ll do

• Conduct deep technical discovery in selected strategic accounts to assess platform readiness, evaluate constraints, and identify high-value adoption opportunities across GitLab and GitLab Duo Agent Platform.
• Lead architecture and delivery design for complex enterprise environments where platform migration, regulated requirements, and product boundaries intersect.
• Partner with customer stakeholders and GitLab account teams to prioritize use cases based on business impact, technical feasibility, repeatability, and long-term platform value.
• Design and build bounded proofs, prototypes, deployment patterns, and reusable accelerators across source code management, CI/CD, security, compliance, and AI-enabled workflows.
• Architect self-managed and enterprise deployments, including runners, access controls, network boundaries, observability, AI Gateway, model connectivity, and governance controls.
• Turn recurring field patterns into reusable assets such as runbooks, templates, design notes, technical guidance, product briefs, and reference architectures that can be used across accounts.
• Contribute code, technical designs, or architecture changes when strategically necessary, in partnership with product and engineering, to address blockers that should be solved upstream.
• Travel as needed for strategic customer engagements, architecture workshops, and team coordination, with expected travel up to 50%.

What you’ll bring

• Experience in software engineering, platform architecture, forward deployed engineering, technical consulting, or similar customer-facing engineering roles.
• Strong software engineering fundamentals, including the ability to read, reason about, and contribute to production systems, ideally with experience in Ruby on Rails and/or Go.
• Strong systems design and software architecture skills, with experience evaluating APIs, asynchronous workflows, CI/CD systems, security boundaries, scalability, and operational tradeoffs.
• Hands-on experience with GitLab CI/CD, pipeline design, YAML, runners, and GitLab APIs.
• Experience with infrastructure as code and enterprise deployment tooling such as Terraform, Ansible, Helm, or similar approaches.
• Working knowledge of large language models, agentic patterns, tool orchestration, and the practical limits of AI systems in production environments.
• A track record of creating reusable technical assets that outlive a single engagement, along with strong written and verbal communication skills for technical design and architecture guidance.
• Comfort leading conversations with senior stakeholders across security, compliance, engineering, platform, and business teams, especially in ambiguous enterprise environments.

About the team

The Staff Forward Deployed Engineer works closely with teams across Customer Success, Solutions Architecture, product, and engineering to solve hard adoption problems in enterprise customer environments. We focus on high-leverage technical work for strategic customers, especially when standard approaches do not fully fit the environment or the adoption challenge.

We are especially valuable in situations where self-managed deployment models, security and compliance requirements, migration complexity, or AI platform adoption create barriers that standard approaches do not fully address. Success on our team comes from strong technical judgment, a bias for reuse, and the ability to balance immediate customer needs with long-term platform impact. 

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.

An overview of this role

As a Senior Solutions Architect, you'll be a trusted advisor to financial services customers across North America, helping them understand how GitLab's AI-powered DevSecOps platform can meet both their technical and regulatory needs across the full software development lifecycle. You'll guide banks, fintechs, and other financial institutions through modernization and digital transformation, using your technical expertise, understanding of cloud and secure software delivery, and strong customer empathy to connect platform capabilities to risk, compliance, and business outcomes. Reporting to a regional Solutions Architect Manager and partnering closely with Account Executives and cross-functional teams, you'll own technical evaluations (including proofs of value and workshops), shape architectures that fit financial services constraints, and serve as the voice of these customers back to Product Management. In your first year, you'll focus on driving successful GitLab platform adoption in commercial financial services accounts across time zones in North America, influencing revenue growth through solution selling, and building long-term, trust-based relationships that highlight GitLab's differentiated position in an AI-driven DevSecOps landscape for regulated industries.

What you'll do

• 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 across North American time zones 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 commercial 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.

What you'll bring

• Experience working with customers in technical pre-sales, consulting, or similar roles, guiding organizations through solution design and evaluation
• Proficiency with the end-to-end software development lifecycle, including modern DevSecOps practices and continuous integration and continuous deployment workflows
• Hands-on experience with GitLab or comparable source control, CI/CD, and collaboration platforms, with the ability to map platform capabilities to financial services use cases and constraints
• Practical knowledge of cloud computing concepts and related technologies, with the ability to discuss deployment, security, and operations options with technical teams 
• Ability to lead technical evaluations such as proofs of concept or proofs of value, contribute to tenders or audits, and design and run workshops or value stream assessments for commercial accounts
• Clear technical communication and presentation skills, with the ability to adapt messages for practitioners through to senior business and technical decision makers across North American time zones
• Skill in building trusted relationships, listening with empathy, and acting as a customer advocate to internal teams such as Product, Engineering, Sales, and Marketing
• Motivation to continuously develop professionally, including learning new technologies, deepening GitLab platform expertise, and applying transferable experience from related fields and industries

About the team

The Solutions Architect team is part of GitLab's Sales organization and serves as the technical counterpart to Account Executives, with this role focused on financial services customers across North American time zones and reporting into a regional Solutions Architect Manager. The team's mission is to help customers realize the full value of GitLab's AI-powered DevSecOps platform by advising on architecture, running technical evaluations such as proofs of value, and guiding customers through their digital transformation. We work closely with Sales, Product Management, Engineering, and Marketing, collaborating asynchronously across regions to share best practices, create reusable technical collateral, and act as the voice of the customer. The team is focused on helping financial services customers modernize end-to-end software delivery, adopt GitLab at scale, and navigate the evolving AI, security, and compliance expectations in their industry.

An overview of this role

GitLab is looking for a Product Design Manager to join the Plan & Analytics stage. As a design leader, you own the delivery of UX commitments, are always looking to improve productivity, and are responsible for the user experience in the product. While you are credible as a designer and know the details of what product designers work on, your time is spent hiring a world-class team and putting them in the best position to succeed.

This is an incredibly exciting time to join the Plan & Analytics stages - Working in GitLab's Plan space sits at the most human and strategic layer of the software development lifecycle — where ideas, priorities, and intentions are formed — making it the perfect frontier to explore how AI can augment not just execution, but thinking itself. As AI accelerates the speed at which code is written and shipped, the Plan space becomes even more critical, because the bottleneck is rapidly shifting from "how fast can we build?" to "how clearly can we define what to build and why?" This creates a rare opportunity to reimagine how teams collaborate, how requirements evolve, and how AI can transform a traditionally manual, document-heavy process into a dynamic, intelligent system that connects strategy directly to delivery.

You'll be working closely with the Product Management and Engineering teams to execute on the product roadmap and priorities.

Some examples of our projects: 

• Work Items
• Saved Views
• Software Factory

What you’ll do  

• Proactively identify large, strategic UX opportunities that span both inside your areas and across the product. Work with other product design managers, staff, and principal product designers to drive cross-product initiatives through awareness and prioritization.
• Identify strategic user research initiatives that span multiple stage groups (and possibly the entire product), and work with other product design/research managers to organize research efforts.
• Be a frequent and active participant in milestones by reviewing UX deliverables (such as research and designs) that your team creates, and provide feedback to ensure high-quality output.
• Communicate the value of UX to cross-functional GitLab team members and work with them to leverage the product development flow. 
• Help the product teams of areas you support to prioritize UX initiatives including Deferred UX, triage and resolution of UX bugs, and overall usability improvements to the product. Lead UX Scorecard initiatives in order to consistently measure the experience of your product areas and show improvements over time.
• Contribute to product direction conversations, with emphasis on leading the experience vision for your product areas.
• Hire, grow and retain a world-class team of Designers.

What you’ll bring 

• Experience managing a group of designers remotely, who work on complex products.
• Deep experience building AI experience for the software development lifecycle.
• Deep experience designing for large-scale enterprise platforms.
• Experience defining/executing on the high-level strategy (the why) and creating design deliverables (the how) based on research.
• Experience driving organizational change with cross-functional stakeholders, including Product Management and Engineering.
• Solid visual awareness with understanding of basic design principles and accessibility.
• You share our values, and work in accordance with those values.
• You possess leadership qualities needed to thrive at Gitlab.
• Ability to use GitLab.

About the team

You will work closely with three designers. You will collaborate with the Group Product Manager, Engineering Director and UX Researcher to improve team communication and maintain excitement about the opportunities ahead. You can learn more about what our teams are working on by visiting our direction page:

• Plan

About the role

We're looking for a Senior UX Researcher who brings rigour and curiosity to both product and marketing research. Someone who's as comfortable running foundational product studies as they are digging into brand perception, buyer mindsets, or how a marketing site actually works for the people using it.

This is strategic, high-visibility work — you'll partner with Product Design, Product Management, Brand, and Marketing to shape what we build and how we tell the world about it.

What makes this role unique:

• Work across both brand and product research, with real influence on each
• Research enterprise developer tools and DevOps workflows — including AI-powered features built for developers
• Fast-paced environment where research directly influences design and business decisions
• Be part of a team of talented, experienced researchers who genuinely invest in each other's growth

What you'll do

• Lead foundational, problem validation, and strategic research projects across your assigned product areas and beyond
• Drive both brand and product research — including buyer persona development, brand perception studies, and digital experience research — that directly informs positioning and messaging
• Be the expert on the users within your area of coverage: their behaviours, pain points, workflows, and goals
• Make connections across research initiatives, surfacing macro insights that no single study could reveal on its own
• Build trusted relationships with Product Design, Product Management, Brand, and Marketing counterparts, guiding them to the right research approach
• Advocate for and socialise actionable insights in a clear and compelling way that increases empathy across the organisation
• Independently drive research prioritisation across stage groups, balancing impact, product direction, and company objectives
• Mentor other researchers and actively shape how the Experience Research team works, through process iteration, documentation, and peer reviews

What you'll bring

• Empathetic, curious and open-minded
• Deep mixed-methods research experience across qualitative and quantitative methods
• A track record in both product research and marketing or brand research
• The ability to guide stakeholders — including senior ones — toward the right approach, even when they arrive with a firm opinion
• Strong instincts for prioritisation across multiple stakeholder groups in a fast-moving environment
• Clear, compelling communication that makes findings land with product, brand, and marketing audiences
• Experience working in a highly iterative, fast-paced environment, with the ability to pivot with sudden changes in direction
• Demonstrated ability to work effectively in a fully remote, globally distributed team — with strong async communication habits
• Self-motivated and self-managing, with strong organisational skills
• Ability to ramp up to a highly technical domain quickly
• Share our values, and work in accordance with those values
• Able to conduct research in a fully remote setting and use GitLab as part of your daily workflow
• Experience working on AI products, particularly for enterprise dev tooling, is a plus
• Experience working on enterprise and/or developer tooling products is a plus

Manager, Professional Services Engineers

Remote, EMEA

An overview of this role

As the Manager, Professional Services Engineers, you will manage a team that works directly with customers to deliver installation, migration, training, and advisory services across the full GitLab platform. In this role, you will be accountable for the performance, development, and day-to-day management of a team of Professional Services Engineers based across Europe, helping them deliver high-quality outcomes in a remote, asynchronous environment.

You will partner closely with Technical Architects and Professional Services management to enable consistent delivery across implementation projects, migrations, and statement of work engagements. This is a people-first role with meaningful technical depth. You will step in hands-on with your team when needed while also building the operating rhythm, team culture, and delivery approach that help the broader practice scale. You will also work closely with cross-functional partners to improve utilization, customer satisfaction, and delivery execution.

In your first year, you will help strengthen team capability, improve delivery consistency, and create the conditions for a high-performing services team across the region. This is an opportunity to manage a team doing technically complex, customer-facing work that directly helps customers realize value from GitLab.

Some examples of our projects:

• Leading a team of Professional Services Engineers through end-to-end GitLab implementation and migration engagements for enterprise customers across Europe
• Partnering with Sales, Customer Success, and Technical Architects to support statement of work scoping and align the right technical resources to customer needs

What you’ll do

• Lead and manage a team of Professional Services Engineers, supporting their growth, performance, and day-to-day delivery across customer engagements.
• Develop team members through regular 1:1s, coaching, feedback, and career conversations that help them grow their technical and consulting skills.
• Own delivery outcomes across your team’s portfolio, including implementations, migrations, advisory services, and statement of work engagements.
• Monitor project health, identify delivery risks early, and step in directly or escalate when needed to keep customer work on track.
• Partner with Technical Architects, Engagement Managers, Sales, and Customer Success to plan, scope, resource, and support successful services engagements.
• Track team utilization, customer satisfaction, and escalation trends, and use those insights to improve team performance and operational effectiveness.
• Act as a senior escalation point for complex customer situations, helping guide resolution while maintaining a high bar for service quality.
• Contribute to the continuous improvement of Professional Services processes, tooling, knowledge sharing, and delivery standards across the broader organization.

What you’ll bring

• Significant experience leading and developing high-performing technical teams in a customer-facing environment.
• A strong technical foundation in software delivery, DevSecOps, platform engineering, or a related area, with the ability to engage credibly in technical discussions.
• Experience managing or supporting professional services, implementation delivery, migration programs, or technical consulting engagements for enterprise customers.
• Proven ability to navigate customer escalations, balance competing priorities, and drive clear outcomes in complex situations.
• Strong collaboration skills and the ability to work effectively with cross-functional partners such as Sales, Customer Success, and Technical Architects.
• A delivery mindset focused on accountability, quality, and measurable results rather than activity alone.
• Comfort working in a fully remote, asynchronous organization with strong written communication and organizational skills.
• Alignment with GitLab’s values and the ability to lead with transparency, trust, and a focus on team development.

On the Professional Services team at GitLab, we help customers adopt the platform in ways that fit their technical goals and operating environment through technical delivery, guidance, and enablement.

As part of this organization, we focus on hands-on delivery work across customer engagements across EMEA. We work closely with a sister team of Technical Architects, along with cross-functional partners across the business, to support strong project execution and customer outcomes. We are building a high-quality services practice grounded in technical excellence, customer focus, and continuous improvement. This is a good fit for someone who enjoys leading experienced technical practitioners, improving how services are delivered, and helping customers succeed through meaningful, complex work.

#LI-AH1

*This is a contract opportunity -- individuals must be based in Singapore*

An overview of this role

As a Candidate Experience Specialist, you'll shape how candidates experience GitLab from first touch through offer and handoff to our People Operations team. You'll be a key partner to Recruiters, hiring managers, and recruiting leadership, helping them execute hiring plans, coordinate interviews, and maintain accurate, transparent processes in our applicant tracking system and GitLab repositories. You'll act as a brand ambassador who embodies our values in every interaction, ensuring candidates receive timely, thoughtful communication and a consistent, high quality experience across a high volume of roles. You’ll focus on building strong relationships with hiring teams, improving and standardizing coordination workflows, and supporting GitLab's goal of hiring a qualified, diverse, and motivated team in our all-remote, global environment.

What You’ll Do  

• Collaborate with Recruiters, hiring teams, and Recruiting leadership to understand and execute the hiring plan for each job requisition.
• Coordinate with Recruiters to maintain accurate, up-to-date hiring process information in the applicant tracking system and GitLab repositories.
• Manage candidate scheduling and act as the Recruiting Coordinator to organize interviews and keep hiring processes running smoothly.
• Ensure candidates receive timely, thoughtful, and engaging communication at each stage of the hiring process.
• Help manage candidate traffic for all roles, monitoring pipelines and flagging issues or bottlenecks to the recruiting team.
• Create and stage employment contracts for candidates receiving offers on behalf of hiring managers and Recruiters.
• Partner with People Operations to create a seamless handoff for new team members joining GitLab.
• Promote GitLab's values, culture, and all-remote approach in every interaction, acting as a brand ambassador for potential team members.

What You’ll Bring 

• Experience supporting end to end hiring processes in partnership with recruiters and hiring managers, ideally in a fast paced or high volume environment.
• Skill using an applicant tracking system to schedule, track, and move candidates through interview stages; Greenhouse experience is beneficial but not required.
• Proficiency with Google Workspace, scheduling tools,  and a willingness to learn and use additional tools.
• Ability to communicate clearly and professionally in writing and verbally with candidates and internal stakeholders at all levels, including executives.
• Demonstrated strength in organization, time management, and prioritization, with a consistent focus on meeting deadlines and maintaining attention to detail.
• Ability to build collaborative relationships with team members across time zones and functions while maintaining a high level of confidentiality.
• Interest in learning about talent acquisition and contributing to an inclusive hiring process that attracts a qualified, diverse, and motivated team.
• Alignment with GitLab's values and comfort working in an all remote, asynchronous environment, including flexibility in your working hours to support candidates and hiring teams across multiple time zones, with openness to transferable experience from related coordination or operations roles.

About the team

The Candidate Experience team partners with Recruiters, hiring managers, and People Operations to run a smooth, consistent, and inclusive hiring process across GitLab's all-remote, global organization. You'll join a collaborative group that coordinates interview logistics, manages candidate flow in our applicant tracking system, and supports offer and onboarding handoffs so candidates and hiring teams have a clear, organized experience at every stage. The team works asynchronously across time zones, using GitLab and shared documentation to stay aligned while handling high-volume hiring. Our focus is on refining processes, maintaining accurate data, and acting as brand ambassadors for GitLab's values in every candidate interaction.

An overview of this role

As a Customer Success Engineer, you'll expand your impact by partnering with customers in GitLab's group across APJ to help them get measurable value from GitLab through hands-on technical guidance and proactive enablement. This role is ideal for a developer or systems engineer looking to transition into customer success while leveraging your deep technical expertise in DevSecOps and cloud technologies. You'll serve as a trusted technical advisor, partnering with customers over Zoom and email to improve adoption, unblock implementations, and apply DevSecOps best practices across the software delivery lifecycle. Working closely with Account Executives and Renewals Managers, you'll align technical recommendations to customer goals and help support renewals and expansion by demonstrating outcomes. You'll also contribute back to the broader GitLab team by sharing learnings through documentation and enablement content, while mentoring team members and customers through complex technical challenges. This role is a strong fit for someone who enjoys solving complex technical problems, communicates clearly, and thrives in a remote, asynchronous environment. You're eager to grow into customer-facing technical leadership with strong mentorship and support from a collaborative team.

What you’ll do

• Provide on-demand technical consultancy and solution guidance through Zoom and written channels, helping customers solve day-to-day issues and design and implement GitLab solutions for their DevSecOps workflows.
• Drive product adoption and measurable customer value across APJ accounts to support renewals and expansion.
• Deliver technical and architectural guidance across source code management, CI/CD, DevSecOps, and Agile planning to unblock implementations and improve adoption.
• Partner with Account Executives and Renewals Managers to align technical recommendations to customer objectives and account plans that support retention and growth.
• Plan and lead customer workshops, demos, and enablement sessions that help teams adopt GitLab confidently and drive measurable adoption and value, supporting renewals and expansion across APJ.
• Maintain and grow your specialty competency in GitLab capabilities and relevant DevSecOps tooling, staying current on new product features and patterns.
• Contribute to scalable enablement by improving documentation, sharing knowledge through internal and external channels (for example, tutorials or technical content), and mentoring team members and customers to build technical competency and adoption.
• Manage multiple customer engagements in parallel, prioritizing effectively and communicating status, risks, and next steps to keep implementations on track.

What you’ll bring

• Experience providing technical consultancy and solution guidance through video calls and written channels, helping users or customers adopt technical solutions successfully.
• Familiarity with DevSecOps workflows and related practices across areas such as source code management, CI/CD, security, and Agile planning, with the ability to grow breadth over time.
• Hands-on technical background in software development, systems engineering, or similar technical environments, or equivalent practical experience.
• Strong communication and collaboration skills, including the ability to explain complex technical topics clearly and work effectively with customers, account teams, and cross-functional partners.
• Ability to lead or support workshops, demos, and enablement sessions that build confidence and drive adoption.
• Ability to manage multiple priorities in a remote, asynchronous environment while communicating status, risks, and next steps clearly.
• Interest in supporting customers across APJ and adapting to different cultures, working styles, and technical maturity levels.

About the team

In this role, you'll support our customers across APJ, delivering workshops, demos, and best-practice guidance while contributing back to our shared documentation and enablement resources. For more on how we work, see Customer Success Engineering team handbook page.

This position is 100% remote and will be based in the US or Canada.

An overview of this role

GitLab is looking for an enthusiastic and strategic Sales Development Representative (SDR), to join our growing Revenue Marketing team. As a SDR at GitLab, you get the opportunity to lead the initial outreach to targeted accounts working in conjunction with the Field and Digital Marketing teams. In this role you will leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles to introduce GitLab’s value. You will be responsible for generating qualified meetings and pipeline for GitLab's Sales organization.

Don’t have a ton of knowledge about GitLab yet? Don’t worry. We have an extensive onboarding and training program at GitLab and you will be provided with necessary DevOps and GitLab knowledge to fulfill your role.

What you'll do

• Effectively manage inbound lead flow
• Conduct high-level discovery conversations in target accounts
• Meet or exceed SDR sourced Sales Accepted Opportunity (SAO) volume targets
• Collaborate with and leverage teammates to develop targeted lists, call strategies, and messaging to drive opportunities
• Utilize business and industry knowledge to research accounts, identify key players, generate interest, create/identify compelling events, and develop accounts
• Work to have a variety of touches (call, email, social, etc.) on all leads in your assigned territory using Outreach.io
• Manage, track, and report on all activities and results using Salesforce
• Participate in documenting all processes in the GitLab handbook and update as needed with your Sales Development Manager
• Act as a mentor for new SDR hires in helping them navigate their key accounts

What you'll bring

• Fluency in Portuguese is required
• Positive and energetic phone skills, excellent listening skills, strong writing skills
• A self-starter with a track record of successful, credible achievements
• You share our values, and work in accordance with those values
• Knowledge of business process, roles, and organizational structure
• Determined personality with a desire to grow and win
• Passionate about being a part of GitLab’s journey
• Proficient in using Salesforce
• Previous tech industry experience or experience in sales development, marketing and/or sales is a plus
• Eagerness to grow professionally with best-in-class onboarding program, support across the business and eligibility for promotion into an outbound role after 12 months as a successful SDR
• Globally we require excellent written and spoken English which is our company language

An overview of this role

This position is 100% remote and will be based in the UK, Ireland, Germany, the Netherlands

GitLab is looking for an enthusiastic and strategic Sales Development Representative (SDR), to join our growing Revenue Marketing team. As a SDR at GitLab, you get the opportunity to lead the initial outreach to targeted accounts working in conjunction with the Field and Digital Marketing teams. In this role you will leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles to introduce GitLab’s value. You will be responsible for generating qualified meetings and pipeline for GitLab's Sales organization.

Don’t have a ton of knowledge about GitLab yet? Don’t worry. We have an extensive onboarding and training program at GitLab and you will be provided with necessary DevOps and GitLab knowledge to fulfill your role.

What you'll do

• Effectively manage inbound lead flow
• Conduct high-level discovery conversations in target accounts
• Meet or exceed SDR sourced Sales Accepted Opportunity (SAO) volume targets
• Collaborate with and leverage teammates to develop targeted lists, call strategies, and messaging to drive opportunities
• Utilize business and industry knowledge to research accounts, identify key players, generate interest, create/identify compelling events, and develop accounts
• Work to have a variety of touches (call, email, social, etc.) on all leads in your assigned territory using Outreach.io
• Manage, track, and report on all activities and results using Salesforce
• Participate in documenting all processes in the GitLab handbook and update as needed with your Sales Development Manager
• Act as a mentor for new SDR hires in helping them navigate their key accounts

What you'll bring

• Positive and energetic phone skills, excellent listening skills, strong writing skills
• A self-starter with a track record of successful, credible achievements
• You share our values, and work in accordance with those values
• Knowledge of business process, roles, and organizational structure
• Determined personality with a desire to grow and win
• Passionate about being a part of GitLab’s journey
• Proficient in using Salesforce
• Previous tech industry experience or experience in sales development, marketing and/or sales is a plus
• Eagerness to grow professionally with best-in-class onboarding program, support across the business and eligibility for promotion into an outbound role after 12 months as a successful SDR
• Globally we require excellent written and spoken English which is our company language

An overview of this role

This position is 100% remote and will be based in the United Kingdom, Netherlands, Germany, or Ireland.

GitLab is looking for an enthusiastic and strategic Business Development Representative (BDR) to join our growing Sales team. As a BDR at GitLab, you get the opportunity to lead the initial outreach to targeted accounts working in conjunction with the Field and Digital Marketing teams as well as the Sales and Customer Success teams. In this role you'll leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles to introduce GitLab's value. You'll be responsible for generating qualified meetings and pipeline for GitLab's Sales organization.

Our BDRs come from a diverse background. Many have worked in closing roles previously or managed teams.

We have an extensive onboarding and training program at GitLab and you'll be provided with necessary DevOps and GitLab knowledge to fulfill your role.

What you’ll do

• 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.

What you’ll bring

• Prior experience prospecting into the Nordics region is required; fluency in Swedish is a strong plus
• Positive and energetic phone skills, excellent listening skills, strong writing skills
• Meet or exceed daily, weekly, and monthly KPIs
• Proven experience taking initiative and independently driving projects or activities through to successful outcomes
• Alignment with our values and working in accordance with those values
• Knowledge of business process, roles, and organizational structure
• Demonstrated persistence in pursuing goals, learning from setbacks, and continuously improving to achieve strong results
• Passion about being a part of GitLab's journey
• Proficiency in using Salesforce and LinkedIn Sales Navigator
• Previous tech industry experience or experience in sales development, marketing, or sales is a plus
• Proficiency in English, our company language, is required for effective communication

About the team

As part of GitLab's growing Sales team, you will work closely with the Field and Digital Marketing teams, as well as the Sales and Customer Success teams. Our BDRs come from diverse backgrounds, and we provide extensive onboarding and training so you have the DevOps and GitLab knowledge you need to succeed.

An overview of this role

This position is 100% remote and will be based in the UK, Ireland, Germany, the Netherlands.

GitLab is looking for an enthusiastic and strategic Business Development Representative (BDR) to join our growing Sales team. As a BDR at GitLab, you get the opportunity to lead the initial outreach to targeted accounts working in conjunction with the Field and Digital Marketing teams as well as the Sales and Customer Success teams. In this role you'll leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles to introduce GitLab's AI-powered DevSecOps platform. You'll be responsible for generating qualified meetings and pipeline for GitLab's Sales organization.

Our BDRs come from a diverse background. Many have worked in closing roles previously or managed teams.

We have an extensive onboarding and training program at GitLab and you'll be provided with necessary DevOps and GitLab knowledge to fulfill your role.

What you’ll do

• Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your assigned territory.
• Generate New Logo opportunities and Growth opportunities on existing customer accounts.
• 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 (e.g., Stage 1 and Stage 3 opportunities) 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 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. 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. Mentor new BDR hires to help them ramp quickly and navigate key accounts.

What you’ll bring

• Positive and energetic phone skills, excellent listening skills, strong writing skills.
• Ability to prioritize tasks, manage a high volume of outreach, and consistently follow through on prospecting activities.
• Proven experience taking initiative, persisting through setbacks, and independently driving projects or activities through to successful outcomes.
• Alignment with our values and working in accordance with those values.
• Knowledge of business process, roles, and organizational structure.
• Proficiency in using Salesforce, Sales Navigator, and Outreach or similar prospecting and sequencing tools.
• Proficiency in English, our company language, is required for effective communication.
• Previous tech industry experience or experience in sales development, marketing, or sales is a plus.

About the team

As part of GitLab's growing Sales team, you will work closely with the Field and Digital Marketing teams, as well as the Sales and Customer Success teams. Our BDRs come from diverse backgrounds, and we provide extensive onboarding and training so you have the DevOps and GitLab knowledge you need to succeed. You'll partner with Account Executives, working fully remote and distributed across multiple U.S. time zones, collaborating asynchronously through GitLab, video calls, and shared playbooks. This role provides a clear path for advancing to an Account Executive position within GitLab.

An overview of this role

This position is 100% remote and will be based in the United States and/ or Canada.

GitLab is looking for an enthusiastic and strategic Business Development Representative (BDR) to join our growing Sales team. As a BDR at GitLab, you get the opportunity to lead the initial outreach to targeted accounts working in conjunction with the Field and Digital Marketing teams as well as the Sales and Customer Success teams. In this role you'll leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles to introduce GitLab's AI-powered DevSecOps platform. You'll be responsible for generating qualified meetings and pipeline for GitLab's Sales organization.

Our BDRs come from a diverse background. Many have worked in closing roles previously or managed teams.

We have an extensive onboarding and training program at GitLab and you'll be provided with necessary DevOps and GitLab knowledge to fulfill your role.

What you’ll do

• Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your assigned territory.
• Generate New Logo opportunities and Growth opportunities on existing customer accounts.
• 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 (e.g., Stage 1 and Stage 3 opportunities) 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 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. 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. Mentor new BDR hires to help them ramp quickly and navigate key accounts.

What you’ll bring

• Positive and energetic phone skills, excellent listening skills, strong writing skills.
• Ability to prioritize tasks, manage a high volume of outreach, and consistently follow through on prospecting activities.
• Proven experience taking initiative, persisting through setbacks, and independently driving projects or activities through to successful outcomes.
• Alignment with our values and working in accordance with those values.
• Knowledge of business process, roles, and organizational structure.
• Proficiency in using Salesforce, Sales Navigator, and Outreach or similar prospecting and sequencing tools.
• Proficiency in English, our company language, is required for effective communication.
• Previous tech industry experience or experience in sales development, marketing, or sales is a plus.

About the team

As part of GitLab's growing Sales team, you will work closely with the Field and Digital Marketing teams, as well as the Sales and Customer Success teams. Our BDRs come from diverse backgrounds, and we provide extensive onboarding and training so you have the DevOps and GitLab knowledge you need to succeed. You'll partner with Account Executives, working fully remote and distributed across multiple U.S. time zones, collaborating asynchronously through GitLab, video calls, and shared playbooks. This role provides a clear path for advancing to an Account Executive position within GitLab.

An overview of this role

Commercial Named Account Executives are the primary point of contact between prospective and existing customers of GitLab within the top end of the mid-market, which currently works with companies that employ between 250 to 3,999 employees. These GitLab team members manage the spectrum of project sizes, ranging from small fast growing teams in smaller agile organizations to complex enterprise projects advising on the journey with GitLab to achieve specific business outcomes.

Commercial Named AEs work closely in tandem with the business development team and sales management to manage a broad book of business spread over a large opportunity value range and focus on exceeding client expectations.

This person must be located in Central, Mountain, or Pacific Timezones. 

What you'll do

• Meet or exceed quota while fostering strong customer relationships
• Articulate the value of GitLab to our Commercial prospects and customers in the US Eastern region
• Take ownership of and act as the CEO for the book of business in your territory:
• Document the buying criteria & process, next steps & owners
• Build a strong pipeline through a healthy cadence of prospecting activity
• Prospect and close new business to expand your territory
• Ensure adoption of our solutions and do your best to avoid churn and contraction
• Work and collaborate with our Partner ecosystem to drive new business and value for our customers
• Create an accurate forecast for each quarter against your plan/budget
• Drive attendance to our events, which you will be part of to further network with current and prospective customers
• Contribute to root cause analyses on wins/losses.
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
• Contribute to documenting improvements in our sales handbook
• Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process
• Be the voice of the customer by contributing product ideas to our public issue tracker
• Master MEDPICC and Command of the Message on all opportunities

What you'll bring

• A true desire to see customers benefit from the investment they make with GitLab
• Demonstrated progressive experience with SaaS sales through pitching on value to development team (preferably devops)
• Interest in GitLab, and open source software
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator, strong interpersonal skills
• Motivated, driven and results oriented
• Excellent negotiation, presentation and closing skills
• Preferred experience with Git, Software Development Tools, Application Lifecycle Management
• You share our values, and work in accordance with those values.
• Ability to travel regularly to meet with customers in person and comply with the company’s travel policy

An overview of this role

As a Scale Ecosystem Sales Manager - AMER, you'll fuel GitLab's growth by turning our emerging partner ecosystem into a consistent, scalable source of new customers. You'll focus on partner-sourced Scale pipeline generation, designing and running repeatable partner-led campaigns, systematic account mapping, and whitespace analysis that surface new logo opportunities for GitLab. In this role, you'll work closely with Scale Account Executives, Field Marketing, regional sales leadership, and partners such as distributors, longtail resellers, and hyperscalers like AWS and Google Cloud to integrate partners throughout the sales cycle and accelerate marketplace transactions.

You'll own programmatic partner engagement across your territory, from partner enablement and activation at scale to event-driven strategies and 1:many campaigns via partner portals and automated systems. Your work will directly support GitLab's Scale growth targets by building a measurable, partner-led demand engine. Along the way, you'll deepen your experience in partner ecosystem management, digital marketing-driven demand generation, and modern sales development methodologies, while contributing to business planning, pipeline forecasting, and clear reporting on partner impact.

What you'll do

• Drive partner-sourced Scale pipeline generation through scalable partner programs, campaigns, and systematic account mapping initiatives.
• Collaborate with Scale Account Executives, Field Marketing, and regional sales leaders to integrate partners into territory planning and demand generation activities.
• Execute repeatable partner-led Scale campaigns aligned to regional territories, including industry plays, account blitzes, and market-specific roadshows.
• Identify whitespace and conduct detailed account mapping with partners to surface new logo opportunities and expand First Order reach.
• Build and maintain programmatic relationships with emerging partners, distributors, longtail partners, and hyperscaler partners such as Amazon Web Services (AWS) and Google Cloud, with a focus on new customer acquisition and marketplace transactions.
• Support partner enablement and activation programs to scale contribution across multiple partners, including hyperscaler co-sell and marketplace acceleration initiatives.
• Execute event-driven partner strategies, including partner alignment before events, lead capture during events, and pipeline conversion optimization after events.
• Manage one-to-many partner engagement through partner portals and automated systems, providing weekly pipeline forecasts, partner-sourced opportunity reports, and clear insights into campaign performance and territory impact.

What you'll bring

• Experience in sales development, business development, or partner-driven pipeline generation in a B2B environment.
• Practical familiarity with partner ecosystems, including programmatic partner engagement and demand generation with distributors, longtail partners, and hyperscalers such as AWS and Google Cloud.
• Ability to design, execute, and optimize scalable, campaign-driven approaches to demand generation, including 1:many partner engagement and event-driven campaigns.
• Experience using Salesforce and modern sales development or marketing automation tools to manage, forecast, and report on partner-sourced pipeline and campaign performance.
• Strong analytical skills to interpret campaign results, partner activation metrics, and territory impact, and translate insights into actionable plans.
• Effective written and verbal communication skills, with a focus on clear, repeatable messaging and collaboration with account executives, field marketing, and regional sales leadership.
• Interest in GitLab, open source software, and modern software development practices, with the ability to learn and use GitLab and related tools.
• Openness to travel for partner events and field collaboration, and to apply transferable skills from related sales, partner, or digital marketing roles in a remote, results-focused environment.

The Ecosystem Sales team focuses on building and scaling a high-impact partner network that drives Scale growth through partner-sourced pipeline and new logo acquisition. As a Scale - Ecosystem Sales Manager - AMER, you'll work as part of a distributed team that partners closely with Scale Account Executives, Field Marketing, regional sales leadership, and an emerging ecosystem of distributors, longtail partners, and hyperscalers. We collaborate asynchronously across regions to design and execute repeatable, campaign-driven motions, integrate partners into territory planning, and turn partner programs into measurable demand generation at scale. We are focused on expanding partner-sourced impact, improving systematic account mapping and whitespace identification, and building programmatic motions that make it easier for partners to acquire and grow new GitLab customers.

#LI-JH1

An overview of this role

As a Commercial Account Executive, Mid-Market, you’ll be the primary point of contact for prospective and existing customers in our mid-market segment, helping organizations modernize how they plan, build, secure, and ship software with GitLab’s AI-powered DevSecOps platform. You’ll own a broad book of business in your territory and serve as a strategic, trusted advisor to your accounts as you prospect, run complex sales cycles, and guide customers on their journey with GitLab to achieve clear business outcomes while supporting adoption and reducing churn. You’ll collaborate closely with Sales Development, Solutions Consultant, Renewals, Partners, and Sales leadership, using value-based selling and structured sales methodologies (such as MEDDPICC and Command of the Message) to build a healthy pipeline, run accurate forecasts, and support revenue goals across a wide range of deal sizes.

Must be located in Central, Mountain, or Pacific Timezones in the US. 

What you’ll do

• Own and manage a broad Mid-Market book of business as the primary point of contact in your territory, focusing on new and expansion opportunities.
• Focus on customer accounts with 250 to 1,999 employees, managing the spectrum of project sizes and complexity within the mid-market segment.
• Articulate the value of GitLab’s AI-powered DevSecOps platform to Mid-Market prospects and customers, tailoring messaging to their business and technical needs.
• Build and maintain a healthy pipeline through consistent prospecting, qualification, and advancement of opportunities, using structured methodologies (such as MEDDPICC and Command of the Message) to support your pipeline and revenue goals.
• Document buying criteria, decision processes, next steps, and key stakeholders to run disciplined, well-orchestrated sales cycles.
• Collaborate with sales development, customer success, renewals, marketing, technical teams, and partners to deliver a cohesive pre- and post-sales experience, co-sell and close opportunities, and expand GitLab’s footprint while delivering added value for customers.
• Support customer adoption of GitLab solutions, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planning.
• Contribute to continuous improvement by sharing win/loss insights, updating the sales handbook, and being a clear voice of the customer into the product via our public issue tracker.

What you’ll bring

• Experience selling SaaS solutions by leading value-based conversations with technical and business stakeholders, ideally including development or DevSecOps teams.
• Ability to manage a broad mid-market territory as the primary point of contact, owning a book of business from prospecting through close, adoption, and expansion.
• Skill in building and maintaining strong customer relationships, including effective discovery, negotiation, and closing to support long-term customer outcomes.
• Comfortable driving consistent outbound prospecting activity, creating and maintaining a healthy pipeline, and maintaining accurate territory and forecast documentation.
• Ability to collaborate closely with cross-functional partners (sales development, customer success, renewals, marketing, partners, and technical teams) to coordinate account strategies.
• Clear and structured communication skills, including presenting the GitLab value proposition to different audience levels and documenting customer insights and lessons learned.
• Interest in GitLab, open source, and tools that support software development, with the ability to connect customer business challenges to GitLab’s DevSecOps platform.
• Willingness to travel to meet customers and attend events as needed, and openness to bringing relevant, transferable sales experience from a variety of backgrounds.

About the team

The Commercial Account Executive - Mid-Market role sits within GitLab’s broader Sales organization, focused on helping mid-market customers adopt and expand their use of our AI powered DevSecOps platform. You’ll be part of a distributed team of Account Executives, Sales Development, Solution Consultants, Renewals, and Partners who work asynchronously across regions to manage a broad book of business and a wide range of opportunity sizes. Our mission is to guide customers through their journey with GitLab, from first evaluation to long term value realization, by developing new business, strengthening customer relationships, and supporting healthy product adoption. We collaborate closely through shared playbooks, our sales handbook, and GitLab itself to stay aligned on territory plans, pipeline health, and best practices. For more on how we work, see the Commercial Account Executive Handbook.

#LI-SK1

An overview of this role

GitLab is seeking a Principal Engineer to set technical direction for our most critical infrastructure platforms. This role operates at organizational scale, owning architecture, solving complex systems problems, and driving initiatives that shape how GitLab grows, performs, and remains reliable.

As a Principal Engineer, you will serve as a technical authority and force multiplier, leading architectural decisions across distributed and cloud-native systems to translate business strategy into durable technical direction. Spanning multiple teams and domains, you will bring clarity to ambiguity, raise engineering standards, and mentor senior talent while remaining accountable for real production outcomes. This is a hands-on, high-impact role for leaders who drive success through influence and shape the foundational platforms that the entire organization depends on.

Organizational Focus Areas

Principal Engineers at GitLab drive strategy across our most critical infrastructure and delivery groups. Role placement across the following tracks is determined by business need and organizational priority.

Group Tenant Scale (GTS)

This track builds GitLab’s next generation, multi-tenant, horizontally scalable, and resilient SaaS platform. You will architect the foundations that enable other engineering teams to build upon this platform and drive convergence among GitLab’s various platforms..

• Core Focus: Lead the design and evolution of projects that enable our distributed, multi-tenant SaaS transformation, including Cells, Organizations, and OrgMover.
• Distributed Architecture: Architect for zero downtime, transparent relocation, and application hardening in a massive distributed environment.
• Strategic Decisions: Guide architecture decisions with availability, reliability, resiliency, performance, and cost in mind.

GitLab Delivery 

The GitLab Delivery track focuses on enhancing the reliability, efficiency, and speed of GitLab’s end-to-end software delivery across all platforms and offerings.

• Core Focus: Lead the platform strategy spanning Developer Experience, CI infrastructure, packaging, and release delivery across SaaS, Self-Managed, and Dedicated.
• Developer Experience: Treat GitLab engineers as customers, building self-service tooling, testing infrastructure, and paved paths that increase velocity while maintaining quality.
• Delivery at Scale: Architect reliable, automated pipelines that streamline how GitLab is packaged, released, and deployed across all platforms and offerings.

What You'll Do

• Own and drive the architectural direction for critical infrastructure platforms that support GitLab at global scale.
• Lead the design and evolution of large platforms and distributed systems that are scalable, resilient, secure, and cost-efficient.
• Serve as the technical authority on complex initiatives, guiding decisions that impact multiple teams and product areas.
• Translate business and product strategy into long-term technical roadmaps and execution plans.
• Drive alignment across engineering, product, and leadership by clearly communicating tradeoffs and recommendations.
• Establish technical standards and architectural patterns that raise quality and consistency across the organization.
• Be accountable for production outcomes, including reliability, performance, and operational excellence.
• Mentor senior engineers and act as a force multiplier through influence rather than direct authority.
• Operate effectively in ambiguous problem spaces where both the problem and the solution need to be defined.

What You'll Bring

• Proven experience designing and evolving large-scale platforms or distributed systems in cloud-native environments.
• Strong proficiency in Golang and/or Ruby, with the ability to contribute to, review, and guide core architectural changes in production codebases.
• Strong architectural judgment, including the ability to balance scalability, reliability, performance, security, and cost.
• Experience owning platform-level technical decisions that impacted multiple teams or an entire engineering domain.
• Solid understanding of Kubernetes-based environments as a production platform, including how they influence system design, deployment models, reliability, and operational complexity.
• Experience being accountable for production systems, not just design recommendations.
• Ability to author and drive long-term technical strategy and multi-month roadmaps.
• Track record of leading through influence and shaping technical direction without direct authority.
• Comfort making high-impact technical decisions, including build vs buy vs partner tradeoffs.
• Strong communication skills, with the ability to explain complex technical concepts to engineers, leadership, and non-technical stakeholders.

About the team

The Principal Engineer role sits within GitLab’s Infrastructure Platforms organization, working across multiple teams to shape how our platform scales and operates. This group is responsible for some of GitLab’s most critical systems, including the multi-tenant SaaS platform, core delivery pipelines, and the underlying infrastructure that powers millions of users. As a Principal Engineer, you’ll define technical direction, guide architectural decisions, and ensure our platforms remain resilient, performant, and modern. The team operates fully remotely and collaborates asynchronously across time zones, grounded in GitLab’s values of transparency, autonomy, and open communication. You’ll help the organization tackle complex distributed systems challenges at scale while mentoring other engineers and building a culture focused on reliability, efficiency, and continuous improvement.

An overview of this role

As a Customer Success Manager, you’ll help GitLab customers realize the full value of our DevSecOps platform by driving adoption, measurable outcomes, and long-term advocacy. You’ll serve as a trusted advisor to a portfolio of customers, guiding them on Git, branching strategies, software development lifecycle, continuous integration, continuous deployment, and DevSecOps best practices. In this role, you’ll connect customer goals with GitLab capabilities, lead workshops and Centers of Excellence efforts, and translate product usage data into clear, actionable recommendations for both customers and GitLab account teams. You’ll collaborate closely with Product Management, Engineering, Sales, and Professional Services, with success in your first year measured by customer satisfaction, retention, and the strength of the strategic relationships you build.

What you’ll do

• Build and maintain a trusted advisor relationship with each assigned customer, focusing on adoption, measurable outcomes, and long-term satisfaction with GitLab.
• Assist customers with expert deployment guidance, operational best practices, and establishing a GitLab Center of Excellence within their organization.
• Lead and participate in workshops to help customers understand and use the full value of the GitLab solution across their software development lifecycle.
• Measure and monitor customers’ progress against critical and key performance indicators, and share insights with GitLab account stakeholders and customer sponsors and executives.
• Translate customer product usage data into clear, actionable recommendations that drive adoption and expansion of GitLab within customer environments.
• Establish and manage regular touchpoints with customers in line with service level agreements to review strategic and technical objectives and adjust plans as needed.
• Collaborate closely with Product Management, Engineering, Sales, and Professional Services to streamline issue resolution, share customer feedback, and align on customer success plans.

What you’ll bring

• Experience in a customer-facing role focused on post-sales adoption, value realization, and advocacy.
• Background in customer success, professional services, technical account management, or a related function with direct customer engagement.
• Ability to understand and discuss Git, common branching strategies, and how customers use version control in their workflows.
• Knowledge of the software development lifecycle, including typical development pipelines and tooling.
• Familiarity with continuous integration, continuous deployment, and DevSecOps concepts and practices.
• Skill in translating product usage data and technical details into clear, actionable insights for both technical and executive stakeholders.
• Proven ability to build trusted advisor relationships, facilitate workshops, and guide customers through best practices and operational change.
• Openness to learning, with transferable skills from adjacent roles or industries that support collaborative, outcome-focused customer partnerships.

About the team

The Customer Success Management team at GitLab works with customers across regions to drive adoption of the GitLab DevSecOps platform, measure and communicate outcomes, and build long-term advocacy. As a globally distributed, all-remote team, we collaborate asynchronously with Product Management, Engineering, Sales, Professional Services, and other groups to connect customer needs with GitLab’s product and services. We focus on helping our customers establish GitLab best practices, including Centers of Excellence, and on turning usage data into actionable insights that support strategic and technical objectives.

As a Solutions Architect, you'll be a credible advisor to GitLab prospects and customers across Australia and New Zealand. You'll help them understand how GitLab's DevSecOps platform addresses technical requirements and business objectives across the software development lifecycle. You'll guide organisations through digital transformation, from planning to monitoring, using your technical expertise, knowledge of cloud and modern software development practices, and strong customer focus. Reporting to a regional Solutions Architect Manager and partnering closely with Account Executives and cross-functional teams, you'll lead technical evaluations, including proof of value initiatives and workshops, help shape solution architectures, and serve as the voice of the customer to Product Management. In your first year, you'll focus on driving successful platform adoption, supporting revenue growth through solution selling, and building long-term, strong relationships that showcase GitLab's differentiated position in an AI-driven DevSecOps landscape.

What you’ll do

• Guide 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, advancing qualified opportunities and increasing proof-of-value progression to successful evaluation outcomes.
• Manage 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, improving evaluation cycle time and supporting timely, high-quality customer decisions.
• Work closely with Account Executives and regional sales teams across ANZ to shape and execute account strategies that support new customer acquisition, expansion, and measurable revenue growth.
• Build and deepen relationships with technical practitioners and business leaders, guiding them through GitLab-driven digital transformation to increase platform adoption and develop long-term GitLab advocates.
• Advise customers on modern software development, continuous integration, continuous deployment, security, and cloud practices, recommending improvements to existing approaches to improve return on investment, shorten delivery cycles, and accelerate platform adoption.
• Serve as the voice of the customer with Product Management, Engineering, Sales, and Marketing by providing feedback, use cases, and competitive insights that inform roadmap priorities and strengthen market positioning.
• Maintain and extend your technical expertise in GitLab, DevSecOps, AI, and related cloud technologies, creating reusable examples, best practice guidance, and technical collateral that improve customer and partner enablement at scale.
• Invest in your own growth and development through ongoing learning, mentorship, and knowledge exchange to continuously improve team effectiveness and the impact of the Solutions Architect function.

What you’ll bring

• Experience engaging with customers in technical pre-sales, consulting, or similar roles, guiding them through solution design and evaluation.
• Proficiency with the end-to-end software development lifecycle, including modern DevSecOps practices and continuous integration and continuous deployment workflows.
• Hands-on experience with GitLab or comparable source control, CI/CD, and DevSecOps platforms, and the ability to map platform capabilities to customer use cases.
• Practical knowledge of cloud computing concepts and related technologies, with the ability to discuss deployment, security, and operations options with technical teams.
• Ability to manage technical evaluations such as proofs of concept or proofs of value, contribute to tenders or audits, and design and run workshops or value stream assessments.
• Clear technical communication and presentation skills, with the ability to adapt messages for practitioners through to senior business and technical stakeholders.
• Skill in building strong relationships, listening closely, and acting as a customer advocate to internal teams such as Product, Engineering, Sales, and Marketing.
• Motivation to continuously develop professionally, including learning new technologies, deepening GitLab platform expertise, and applying transferable experience from related fields.

About the team

We, the Solutions Architect team, are part of GitLab's Sales organisation and partner closely with Account Executives to help customers realise the full value of GitLab's AI-powered DevSecOps platform. We work asynchronously across regions to exchange best practices, create reusable technical collateral, and assist one another in solving complex customer challenges. Our team is focused on helping customers modernise software delivery, adopt GitLab at scale, and navigate a rapidly evolving AI and DevSecOps landscape.

An overview of this role

As a Senior Solutions Architect in GitLab’s global Solutions Architecture Center of Excellence, you’ll be the trusted technical advisor and pre-sales partner who helps customers unlock the full value of GitLab’s AI-powered DevSecOps platform. You will solve complex challenges across the software lifecycle by connecting GitLab, AI agents, security, and cloud-native capabilities to real business outcomes, guiding customers through digital transformation and modern software delivery. Reporting into the Senior Director and acting as the AI subject matter expert on a team of specialists, you’ll own technical strategy for strategic accounts, lead value stream and Proof of Value (PoV) engagements, and serve as the technical “CTO” for your accounts. In your first year, you’ll be focused on driving successful platform evaluations and adoption as part of the pre-sales process, shaping AI-led solution architectures, influencing product direction with field feedback, and creating reusable assets and providing thought leadership for raising GitLab’s technical bar globally.

What you’ll do

• You will be operating as an AI SME with a focus on Platforms
• 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.

What you’ll bring

• Expert resonance for the most strategic aspects of GitLab’s product and customer personas while empowering the field with domain knowledge.
• Deep hands-on expertise with AI, such as designing or implementing AI-powered solutions, advising on AI adoption, or acting as an AI subject matter expert for customers or internal teams.
• Experience in technical pre-sales, software consulting, or similar roles where you connect complex technology to business outcomes.
• Practical background in modern software development or operations, including CI/CD, DevSecOps practices, and related tooling.
• Knowledge of cloud computing concepts and architectures, and how cloud services integrate into secure, scalable application delivery.
• Ability to design and explain technical architectures that span multiple teams and phases of the software lifecycle, from planning through monitoring.
• Skill in leading technical evaluations and workshops (for example, proofs of value or solution design sessions) with diverse stakeholders, from engineers to executives.
• Strong communication, relationship-building, and stakeholder management skills, with the ability to act as a trusted advisor and customer advocate across sales, product, and engineering teams.
• Openness to learning and growth, with experience building new skills over time; candidates with transferable experience in adjacent domains (for example security, data, or cloud architecture) are encouraged to apply.

About the team

This role sits within GitLab’s global Solutions Architecture Center of Excellence, our distributed team of subject matter experts focused on AI, application security, and monetization. Our mission is to accelerate GitLab’s market leadership by helping shape how customers adopt GitLab and partnering with Sales, Product, and Engineering to drive successful platform outcomes. We collaborate asynchronously across regions, sharing best practices, reusable assets, and field insights that influence product direction and go-to-market motions. As an AI-focused Solutions Architect on our team, you’ll help tackle complex customer challenges around AI adoption, security, and value realization, while contributing to the technical standards, frameworks, and thought leadership that support GitLab’s most strategic accounts.

An overview of this role

As a Senior Professional Services Engineer at GitLab, you'll work directly with customers to deliver installation, migration, training, and advisory services that help them adopt GitLab successfully. You'll lead engagements from single-node Omnibus installs to large reference architectures built with infrastructure as code (IaC) and configuration as code. You'll also guide migrations from other systems to GitLab SaaS or self-managed deployments, and help customers make practical decisions that improve reliability, security, and day-to-day workflows.

In this role, you'll work closely with customers and GitLab's product and engineering teams to drive customer success and share feedback that improves GitLab and how we deliver services. You'll manage multiple projects at once, mentor other Professional Services Engineers, and help streamline how we deliver consistent outcomes in a remote, largely asynchronous environment.

Some examples of our projects:

• Designing and delivering GitLab installations and reference architectures using tools like Terraform and Ansible across major cloud providers
• Leading migrations to GitLab SaaS or self-managed GitLab, and turning customer feedback into actionable improvements for GitLab's product and engineering teams

What you’ll do

• Deliver GitLab Professional Services engagements, including installation, migration, training, and advisory services across GitLab capabilities.
• Plan and execute deployments ranging from single-node Omnibus installations to large reference architectures using Infrastructure as Code and Configuration as Code practices.
• Lead migrations from multiple source systems to GitLab SaaS or self-managed GitLab, helping customers adopt secure, reliable workflows.
• Partner with Engagement Managers and Project Managers to improve delivery consistency, remove friction, and continuously refine delivery processes.
• Serve as a trusted technical advisor for customers, translating goals and constraints into practical implementation plans and clear next steps.
• Interface with GitLab's product and engineering teams to unblock customer outcomes and share feedback that helps improve GitLab features and services.
• Mentor Associate and Intermediate Professional Services Engineers, providing technical guidance, helping remove blockers, and supporting increased autonomy.
• Manage and deliver multiple customer engagements at once, either as the primary engineer or as a lead providing oversight and direction to other engineers.

What you’ll bring

• Professional exposure with one or more infrastructure as code or configuration as code technologies such as Terraform, Ansible, Packer, Puppet, or Chef.
• Professional exposure with two or more cloud providers such as Amazon Web Services (AWS), Google Cloud Platform (GCP), or Microsoft Azure.
• Top Secret Security Clearance required. 
• Experience using, deploying, or configuring GitLab, including a solid understanding of Git and source control workflows.
• Experience delivering customer-facing services such as installation, migration, training, and advisory engagements across GitLab's feature set.
• Proven ability to independently manage one or more projects and to lead and provide direction to other Professional Services Engineers on complex engagements.
• Strong communication skills in English, written and verbal, with the ability to provide clear status updates and build consensus with peers and customers in a remote, largely asynchronous environment.
• Demonstrated ability to take a solution-oriented approach by identifying root causes, proposing options and tradeoffs, and driving issues to resolution while balancing multiple customer engagements in a fast-paced environment.
• Demonstrated ability to work effectively in a fully remote organization by communicating clearly in writing, documenting decisions, collaborating asynchronously across time zones, and working in ways consistent with GitLab's values.

About the team

Senior Professional Services Engineers are part of GitLab's Professional Services team. We partner closely with Engagement Managers and Project Managers to deliver consistent outcomes, and we work with GitLab's product and engineering teams to share customer feedback and improve GitLab. Professional Services operates in a fully remote and largely asynchronous environment, collaborating across regions and time zones. The team's challenge is to support customers with a wide range of architectures and deployment models while maintaining high-quality delivery and setting customers up for long-term success.

An overview of this role

As a Program Manager, Field Enablement Content on GitLab's Field Enablement team, you'll design and deliver scalable enablement programs that help customer-facing teams build confidence in GitLab's DevOps, Security, and AI-powered platform story. You'll own content and program initiatives that support the field across onboarding, product education, release readiness, revenue plays, and ongoing reinforcement, making sure teams can clearly explain value throughout the customer buying lifecycle.

You'll work across Product Marketing, Product Management, Revenue Operations, Solutions Architecture, Customer Success, Monetization, and Field Leadership to bring new offerings, product updates, and messaging to market through clear, role-based enablement. In this individual contributor role, you'll use instructional design, strong program management, and performance insights to create learning experiences that are practical, accessible, and easy for the field to use in the flow of work. You'll do this in GitLab's all-remote, asynchronous environment, where autonomy, collaboration, and iteration are part of how we work.

Some examples of our projects:

• Designing and launching role-based learning paths, certifications, and technical labs that help account executives, solutions architects, customer success managers, and partners build skill in GitLab's Security and DevOps capabilities
• Building and maintaining enablement content for product launches, new offers, and monthly release readiness, including talk tracks, demo guidance, competitive positioning, and field-ready assets in Highspot and Cornerstone

What you'll do

• Own the strategy and roadmap for Field Enablement Content programs focused on GitLab's DevOps, Security, and AI-powered platform story, aligned to the needs of customer-facing teams.
• Lead cross-functional enablement programs for product launches, new offerings, packaging changes, and release readiness from planning through launch, reinforcement, and ongoing updates.
• Build and maintain role-based enablement assets such as playbooks, talk tracks, pitch materials, demo flows, technical labs, and assessments that help the field communicate value clearly.
• Design blended learning experiences, including self-paced content, live virtual sessions, scenario-based learning, and hands-on practice, for field and partner audiences.
• Develop and manage accreditations, certifications, and validation programs that help teams build and demonstrate readiness across priority solution areas.
• Partner with Product Marketing, Product Management, Solutions Architecture, Revenue Operations, Customer Success, Monetization, and Enablement Leads to ensure content is accurate, current, and easy to apply in customer conversations.
• Publish and organize content in platforms such as Highspot and Cornerstone so materials are discoverable, structured, and aligned to role-based learning paths and business priorities.
• Measure program effectiveness through engagement, completion, assessment, and field feedback data, and continuously improve content governance, review cycles, and program quality over time.

What you'll bring

• Demonstrated experience in sales enablement, technical enablement, learning and development, product marketing, solutions architecture, or a related role supporting B2B enterprise software go-to-market teams.
• Experience creating and delivering enablement for customer-facing audiences such as account executives, solutions architects, customer success managers, or partners, including content that supports real customer conversations.
• Familiarity with DevOps, Security, or DevSecOps concepts, with the ability to turn technical topics into clear, value-based messaging for field teams.
• Strong instructional design skills and experience building scalable learning programs using adult learning principles and structured methods such as ADDIE, SAM, or similar approaches.
• Proven ability to manage complex, cross-functional programs with multiple stakeholders, timelines, and dependencies while maintaining a high bar for quality and clarity.
• Experience creating a range of enablement materials such as e-learning modules, presentations, guides, demos, labs, assessments, and reinforcement content.
• Comfort using enablement and learning platforms such as Highspot, Cornerstone, or similar systems, along with common collaboration and content creation tools.
• A data-informed mindset, strong written and verbal communication skills, and the ability to work as a self-directed manager of one in an all-remote, asynchronous, values-driven environment.

About the team

On our Field Enablement team, we help GitLab's revenue organization build the knowledge, skills, and behaviors needed to support customer outcomes and revenue growth. We create scalable programs, content, and processes that help our field and partner teams stay ready for product launches, new offers, evolving messaging, and ongoing skills development across the customer journey.

You'll join our team and work closely with stakeholders across the business to connect product change with field readiness. We focus on making enablement practical, measurable, and easy to use, with an emphasis on role-based learning, clear content governance, and repeatable frameworks that can scale globally. We're a collaborative, fully remote team that values transparency, iteration, and shared ownership as we build programs that help GitLab teams tell a stronger, more consistent story in the market.

An overview of this role

As a Senior Professional Services Technical Architect, AI at GitLab, you'll be an embedded GitLab Duo Agent Platform expert who helps customers move from ideas to production. You'll work directly with customer teams as a consultative partner, running in-depth discovery to understand their environment and priorities, then designing and delivering solutions that connect business goals to architecture and implementation. This is a deeply technical, customer-facing role where you'll build and deploy Custom Agents, Custom Flows, and CI/CD integrations. You'll own delivery end-to-end, from prototype through production support.

You'll partner closely with Professional Services and Customer Success stakeholders, including Professional Services Engineers, Project Managers, Customer Success Managers, and Solution Architects. You'll also measure and communicate impact using customer-aligned success criteria and analytics, and you'll help codify repeatable deployment patterns and lessons learned into reusable assets and product feedback. This role reports to the Senior Manager, Technical Architects, and you'll travel for customer site engagements and company onsite events.

Some examples of our projects

• Leading customer discovery and defining a prioritized GitLab Duo Agent Platform use case roadmap tied to clear success criteria
• Designing and delivering production-ready GitLab Duo Agent Platform implementations, including Custom Agents, Custom Flows, and CI/CD integrations
• Building rapid prototypes to demonstrate the art of the possible with agentic AI and iterating based on customer feedback
• Integrating the GitLab Duo Agent Platform with customer systems and workflows using GitLab APIs, pipeline configuration, and infrastructure as code
• Establishing AI governance and security controls (for example, role-based access control, model selection policies, and enterprise compliance requirements)
• Measuring and communicating impact using DORA (DevOps Research and Assessment) metrics, AI Impact Analytics dashboards, and Value Stream Analytics, then translating what we learn into reusable patterns and product feedback

What you'll do

• Conduct deep customer discovery to understand business goals, technical constraints, and organizational dynamics, and translate them into clear problem statements and a prioritized use case plan for GitLab Duo Agent Platform.
• Partner with customer stakeholders across engineering, security, compliance, and business teams to align on success criteria, milestones, and adoption strategy for AI workflows in production.
• Design, build, and deploy production-ready GitLab Duo Agent Platform solutions, including Custom Agents, Custom Flows, and CI/CD integrations that map to validated customer use cases.
• Embed with customer engineering teams to deliver hands-on implementations end-to-end, from prototype to production rollout, troubleshooting, and optimization.
• Configure and integrate platform foundations such as runners, network access, runtime sandboxing, GitLab APIs (REST and GraphQL), and AI governance controls (for example, role-based access control and model policies) to meet enterprise requirements.
• Measure and communicate impact using DORA (DevOps Research and Assessment) metrics, AI Impact Analytics, and Value Stream Analytics, and use those insights to guide iteration and expansion of successful use cases.
• Codify repeatable deployment patterns, reusable assets, and lessons learned, contributing back to GitLab through documentation, accelerators, and product feedback informed by field experience.
• Travel up to 50% for customer site engagements and company onsite events to support delivery, onboarding, and stakeholder alignment.

What you'll bring

• Demonstrated experience leading customer-facing technical engagements, from discovery through production rollout, with ownership of outcomes.
• Proficiency in Python, with experience building and operating production-grade applications and integrations.
• Experience delivering with GitLab CI/CD, including pipeline design, YAML configuration, and using GitLab APIs (REST and GraphQL).
• Hands-on experience with infrastructure as code (for example, Terraform or Ansible) and deploying solutions into enterprise environments.
• Working knowledge of large language model (LLM) capabilities and limitations, including prompt engineering and building agentic workflows (such as Custom Agents and Custom Flows).
• Experience with Docker, container orchestration concepts, and runner configuration in secure environments.
• Familiarity with DevSecOps practices, including security controls, access management, and compliance requirements that impact deployment design.
• Strong written and verbal communication skills, with the ability to partner closely with customer stakeholders and translate business goals into technical plans in a remote, asynchronous environment.

About the team

GitLab's Professional Services organization within Customer Success helps customers get value from the GitLab Duo Agent Platform. We're a remote, asynchronous team that works closely with customer-facing colleagues to support successful deployments. We focus on turning what we learn in the field into reusable assets, clearer documentation, and product feedback that helps improve GitLab Duo Agent Platform for future customers.

An overview of this role

As a Professional Services Technical Architect at GitLab, you'll lead the technical direction of customer engagements from early scoping and discovery through delivery. You'll design high-level architectures and implementation plans for GitLab infrastructure and functionality, and you'll make sure deliverables align with customer requirements and the Statement of Work (SOW). You'll coordinate and guide implementation work across GitLab Professional Services and partner consultants, support customers deploying GitLab in cloud and on-premises environments using tools like Terraform, Ansible, and the GitLab Environment Toolkit, and perform migrations to GitLab using Congregate. You'll provide DevOps and DevSecOps consulting and best practices, contribute reusable collateral such as documentation, delivery kits, and training materials, and share product release updates to help the team deliver consistent outcomes. This role combines deep technical expertise with customer-facing leadership in GitLab's remote, asynchronous, and values-driven environment.

What you’ll do

• Designing and delivering GitLab reference architecture implementations for both self-managed and cloud environments, using infrastructure as code practices
• Leading source code management and CI/CD migrations to GitLab, including large-scale enterprise moves using Congregate
• Building repeatable delivery kits, documentation, and enablement materials that help Professional Services and partners deploy and adopt GitLab best practices
• Lead the full technical delivery lifecycle for GitLab Professional Services engagements, from early scoping and technical discovery through implementation and handoff.
• Produce high-level and detailed technical designs for GitLab infrastructure and functionality, ensuring deliverables align with customer requirements and expectations.
• Evaluate and communicate scalability and security considerations (including compliance constraints) in proposed GitLab reference architectures and implementation plans.
• Deploy and configure GitLab in customer environments, including on-premises and major cloud providers, using Terraform, Ansible, and the GitLab Environment Toolkit (GET) aligned to reference architectures.
• Plan and execute source system migrations to GitLab using Congregate, partnering closely with customer stakeholders to reduce risk, protect data integrity, and minimize downtime.
• Provide DevOps and DevSecOps consulting and best-practice guidance, including advising on internal frameworks such as the Delivery Governance Framework (DGF) and GitLab Flow.
• Coordinate and oversee implementation work across GitLab team members, partners, and customer points of contact (POCs), ensuring clear asynchronous communication and decision capture, effective execution, and high-quality outcomes.
• Mentor Professional Services and partner consultants by contributing documentation, delivery kits, and training materials, and by leading enablement sessions on how to deliver and position service offerings.
• Maintain and improve delivery automation assets with an emphasis on code cleanliness, maintainability, and appropriate unit/integration testing.
• Support scoping and Statement of Work (SOW) creation with Professional Services Engagement Managers, stay current on monthly GitLab releases, and help Regional Delivery Managers with technical vetting and staffing assessments while maintaining a 55% billable utilization.
• Review and provide input to Professional Services training materials and presentations
• Develop case studies, presentations, design documentation, and best-practice methodologies
• Work closely with customer project teams to ensure accurate task-level articulation of work required

What you’ll bring

• Strong written and verbal communication skills, including the ability to lead technical discussions with customers and partners and communicate risks/trade-offs clearly in an asynchronous environment.
• Prefer San Francisco, Bay Area, PST/MST time zones.
• Up to 50% travel at times
• Demonstrated experience delivering two or more of the following consulting services: source code management migration, cloud architecture, DevOps engineering, or continuous integration and continuous delivery (CI/CD) consulting services.
• Enterprise software development experience, with the ability to translate requirements into clear technical designs and implementation plans.
• Progressive DevOps platform experience, including designing and implementing reliable, scalable systems with clear performance and security trade-offs.
• Hands-on experience deploying and managing infrastructure in cloud providers and on-premises environments, including using tools such as Terraform and Ansible.
• Ability to write clean, maintainable automation/integration code (e.g., Terraform modules, Ansible roles, scripts) and validate changes with appropriate testing and code review.
• Experience performing migrations to GitLab, including using Congregate or similar migration tooling.
• Working knowledge of data consistency and integrity concepts (e.g., ACID properties) and how they impact migration design and performance trade-offs.
• Strong problem-solving, decision-making, organizational, and time management skills, with the ability to manage multiple priorities with minimal supervision.
• Comfort working in a remote, asynchronous environment, using documented decisions (e.g., issues, proposals, and runbooks) to keep work unblocked across time zones while collaborating effectively across GitLab team members, partners, and customer stakeholders.
• Bachelor's Degree in Information Technology, Computer Science, or other advanced technical degree, or equivalent experience

About the team

The Professional Services Technical Architect is part of GitLab's Professional Services organization. We partner with customers who are transitioning to GitLab, expanding how they use an existing GitLab installation, or planning complex upgrades to their infrastructure and processes. Our team brings a diverse set of skills across GitLab deployment, maintenance, and day-to-day usage, along with deep technical knowledge of adjacent tools and platforms. Working closely with Engagement Managers, partner consultants, and customer stakeholders, we focus on delivering high-quality outcomes, sharing best practices, and helping customers realize faster time to value from their GitLab investment. We operate in GitLab's remote, asynchronous environment and rely on clear documentation and transparent communication to collaborate effectively.

This role models skills and behavior aligned with GitLab Values and typically reports to the Regional Delivery Manager. As a Professional Services Technical Architect, you will work more independently than an associate consultant, leveraging deep technical expertise to drive customer outcomes.

An overview of this role

As a Senior Corporate Security Engineer, you'll help secure the systems GitLab team members rely on every day across a fully remote environment. This role sits within Corporate Security Engineering and focuses on building secure-by-default controls for endpoints and the SaaS platforms that support them, with a strong emphasis on macOS. You'll own meaningful technical decisions around endpoint hardening, automation, and detection, and you'll help turn security requirements into scalable engineering systems that are measurable, auditable, and designed to reduce friction for end users.

This is a strong fit if you're motivated by solving security problems with code. You will work across endpoint management, identity, and security operations to improve how GitLab manages macOS, iOS, Windows, and Linux devices through Infrastructure-as-Code, Terraform, and GitOps workflows. In your first year, you'll be expected to strengthen endpoint security architecture, expand automation, and improve the reliability and auditability of how controls are deployed and maintained.

What you’ll do

• Lead the security architecture of GitLab's endpoint fleet and related infrastructure, with a primary focus on macOS.
• Design and support automation for secure endpoint deployment, configuration, and lifecycle management using code-based workflows.
• Manage endpoint and SaaS security configuration through Terraform, version control, merge requests, continuous integration pipelines, and automated rollouts.
• Define and enforce security baselines across macOS, iOS, Windows, and Linux endpoints.
• Develop patching and software distribution approaches that align with security, compliance, and operational requirements.
• Partner with Information Technology, Security Operations, and Detection and Response teams to improve endpoint telemetry, detections, and response models.
• Drive process improvements that reduce manual work and lower risk by favoring automation, policy-driven controls, and auditable change management.
• Mentor engineers across Corporate Security and Information Technology, and serve as a senior escalation point for complex endpoint security issues.

What you’ll bring

• Experience designing and delivering endpoint, systems, or corporate security solutions in environments that require scalable, durable controls.
• Deep knowledge of endpoint management platforms such as Jamf Pro or FleetDM, especially for architecting and securing macOS environments.
• Strong hands-on ability with Terraform and Infrastructure-as-Code practices, including module design, state management, and pipeline-based deployment.
• Experience working with GitOps workflows where changes are managed through Git repositories, merge requests, code review, and automated pipelines.
•  Strong proficiency in scripting or programming for automation and security tooling, such as bash, Python, PowerShell, or Go.
• Familiarity with cloud identity providers and directories, including platforms such as Okta, Google Workspace, LDAP.
• Ability to communicate clearly, collaborate across distributed teams, and work independently in an all-remote environment.
• Openness to bringing transferable experience from adjacent security, systems, or platform engineering backgrounds, along with a practical and security-focused approach to problem solving.

About the team

The Corporate Security Engineering team secures the internal environment GitLab team members use every day, including endpoints, identity systems, SaaS applications, and platforms that store sensitive internal data. It's a small, high-leverage team that treats security work as engineering work: building with code, operating through Git, and using reviewable, testable, and auditable workflows by default. The team partners closely with Information Technology, Security Operations, and Engineering across regions, collaborating asynchronously to build controls that scale across GitLab's all-remote workforce while reducing friction for end users.

An overview of this role

As a Senior Product Manager on the Tenant Scale area within Infrastructure Platforms, you’ll help shape how GitLab supports large, complex customers as they grow across departments, projects, and regions. This role focuses on the product choices needed to make tenant data more portable, scalable, and ready for a unified deployment model across GitLab.com, Dedicated, and, over time, Self-Managed. You’ll work on problems that sit at the intersection of product strategy, infrastructure, and customer needs, including how we build a platform to horizontally scale our SaaS architecture, how to enable tenant movement between environments, how isolation and regional requirements are handled, and what needs to be in place to support a more cellular architecture. In your first year, you’ll partner closely with engineering and product peers to define requirements, drive alignment, and help move this work from concept into a deployment model teams can build on.

What you’ll do

• Drive product direction for tenant scale and unified deployment capabilities across GitLab.com, Dedicated, and future deployment models, moving this work from concept into a deployment model teams can build on in your first year.
• Define requirements for our unified deployment platform,, including the capabilities needed before tenants can be hosted in a unified deployment unit.
• Partner closely with engineering counterparts and highly technical teams to turn infrastructure constraints and platform needs into clear product direction.
• Collaborate with product peers across the platforms organization, including teams working on GitLab.com and adjacent infrastructure areas.
• Engage with internal and external customers to understand needs related to isolation, regional deployment, compliance, and operational readiness.
• Facilitate tradeoff discussions around scalability, tenant encapsulation, deployment consistency, and platform unification.
• Translate complex technical concepts into product plans, priorities, and documentation that align distributed teams on delivery milestones for tenant portability and platform unification.
• Support a collaborative team model where product managers share ownership across a common pool of work and step into the areas where they can have the most impact.

What you’ll bring

• Experience managing product work in technical domains such as infrastructure, scalability, platform architecture, software delivery, or cloud services.
• Ability to work effectively with deeply technical engineering teams and build credibility in discussions about system design, deployment models, and platform constraints.
• Knowledge of how SaaS or platform-based systems scale, including concepts such as multitenancy, horizontal scalability, autoscaling, workload isolation, and production readiness.
• Comfort working with customers or internal stakeholders on complex requirements, including operational, compliance, or regional deployment needs.
• Skill in turning ambiguous technical problems into clear product strategy, priorities, and actionable plans.
• Experience collaborating across product, engineering, user experience, and other cross-functional partners in a distributed environment.
• Strength in clear written and verbal communication, especially when explaining complex infrastructure topics to different audiences.
• Openness to candidates who bring transferable experience from engineering, technical support, or adjacent product roles relevant to large-scale platforms.

About the team

The team sits within Infrastructure Platforms and works on foundational platform capabilities. It partners closely with engineering, adjacent product managers, and internal customers across regions, with a strong emphasis on GitLab’s asynchronous working style and long-term platform thinking.

An overview of this role

As the first Engineering Manager embedded the Upstream Studios organization at GitLab, you'll lead a focused team of Engineers responsible for two foundational surfaces: the Pajamas Design System, which powers the coherence of the entire GitLab product, and docs.gitlab.com, the documentation platform serving millions of GitLab users and contributors worldwide. 

This is a rare opportunity to define what engineering leadership looks like inside a design organization. You’ll report to the Chief Design Officer and partner closely with Product Design, Technical Writing, Localization, Marketing, Product Management, and Engineering leaders across GitLab. Critically, the design system is a contribution-based, company-wide platform that engineers across the entire organization depend on and actively participate in. Building those partnerships and making it easier for engineers everywhere to contribute to Pajamas will be central to your success. 

You’ll be a hands-on technical leader and people manager in equal measure: guiding architecture decisions, shaping contribution workflows, and helping a small, high-impact team do some of the most leveraged work at GitLab.

What you'll do

• Lead, mentor,and grow a high-performing team of engineers, working across the Pajamas Design System and the GitLab documentation site.
• Define and build the engineering practice within Upstream Studios–this is a new function and you’ll have real influence over how it takes shape.
• Guide architecture and technical decisions for the design system (components, tokens, patterns) and the docs site (performance, reliability, infrastructure, localization).
• Help others across the organization understand the strategic value of a well-maintained design system and documentation platform.
• Advocates for engineering quality: technical debt, accessibility standards, customer issues, security, and platform reliability.
• Collaborate with Product Design and Technical Writing to translate design and content needs into scalable technical solutions

What you'll bring

• Experience leading infrastructure, platform, or development teams, with a track record of building high-performing, values-aligned teams.
• Deep expertise in design systems–including design tokens, component architecture, accessibility standards, and contribution models.
• Excellent technical background, including professional experience with Git, docs-as-code, Hugo, accessibility and building and maintaining a design system.
• Experience of building and supporting multi-lingual sites and localization workflows at scale.
• Professional experience with JavaScript (Vue.js) and familiarity with Elasticsearch, Ruby/Go, AI tools, and continuous integration and continuous deployment (CI/CD) practices.
• Strong expertise in running and scaling large, consumer-grade platforms, with a focus on reliability, security, performance, and scalability.
• Proficiency in the English language, both written and verbal, sufficient for success in a remote and largely asynchronous work environment.
• Demonstrated capacity to clearly and concisely communicate about complex technical, architectural, and/or organizational problems and propose thorough iterative solutions.
• Experience with performance and optimization problems and a demonstrated ability to both diagnose and prevent these problems
• Comfort working in a highly agile, intensely iterative software development process.
• Passion for open source and developer tools, with a commitment to GitLab's values, inclusive culture, and high-performance expectations.

About the team

Upstream Studios is the full-stack experience organization for GitLab. We imagine it, we design it, we document it, we ship it—partnering across product, engineering, and marketing to deliver a continuous deployment of quality.

We integrate research, design, frontend engineering, documentation, and brand into a unified delivery pipeline, shaping how customers experience GitLab from first impression to final deployment. For more information on how we work, see the Upstream Studios section of the GitLab Handbook.

An overview of this role

As a Backend Engineer on the Secret Detection team, you'll help protect sensitive data by building the services, scanning workflows, and remediation paths that prevent leaked secrets from reaching production. Your work will contribute to the full secret management lifecycle, from push protection to pipeline-based scanning, validation, and auditability, so developers can move quickly without taking on avoidable security risk. This is a strong opportunity if you want to work on security features with clear customer impact, improve detection quality, and help teams act when credentials, API keys, or other secrets are exposed.

You'll focus on backend systems that power Secret Detection across GitLab's DevSecOps platform, working closely with product management and engineering peers in an async-first environment. In your first year, you'll contribute to core product capabilities, improve performance and result quality, and help shape technical direction through code reviews, RFCs, and proof of concepts.

Some examples of our projects:

• Prevent secret leaks in source code with GitLab Secret Push Protection
• Verify validity of secret detection findings

What you’ll do

• Guide the design and implementation of backend features for GitLab Secret Detection in Ruby on Rails, GraphQL, and Go, delivering capabilities that improve coverage, reliability, or response time for secret detection workflows.
• Build clean, well-tested, maintainable code that meets GitLab standards for reliability and performance, helping reduce regressions and maintain backend systems at scale.
• Partner with product management and engineering peers to deliver backend capabilities that improve detection, validation, remediation, and audit trail coverage across the secret management lifecycle.
• Improve detection quality by reducing false positives, strengthening secret validation workflows, and enabling faster, more effective remediation paths.
• Contribute to code reviews, RFCs, and proof-of-concept work that guide technical approaches across the Secret Detection category.
• Identify technical debt and operational inefficiencies, then propose and implement practical improvements.
• Diagnose performance and optimization issues in backend systems and implement improvements that increase efficiency, scalability, and service reliability.
• Work effectively in a globally distributed, async-first team while participating in planning, engineering discussions, and pairing when needed.

What you’ll bring

• Experience building backend applications and services using Ruby on Rails, with working knowledge of GraphQL and interest in backend-focused product development.
• Experience designing and delivering secure, maintainable systems that power production web applications at scale.
• Knowledge of security concepts, common vulnerabilities, mitigation techniques, and secure coding practices.
• Background developing or working with security tools or products, especially in areas related to code scanning or secret detection.
• Experience investigating performance issues and improving backend reliability, efficiency, and maintainability.
• Ability to work closely with cross-functional partners, including product, design, and technical writing, to deliver useful product outcomes.
• Communicate clearly in writing and in conversation, especially in remote, async-first environments with distributed teams.
• Bring transferable experience and a willingness to grow into parts of the security or Go stack.

About the team

The Secret Detection team owns GitLab's Secret Detection category, and we build the backend systems and related user workflows that help developers identify and mitigate exposed secrets as code is contributed. We work with the broader security product suite while maintaining focused investment in secret scanning quality, validation, remediation, and developer experience. Our work spans Rails and Go services, and we work primarily asynchronously across time zones as a globally distributed team. Current opportunities include expanding coverage across the secret management lifecycle and improving result quality across the findings our tools detect. For more on how we work, see the Team Handbook page.

An overview of this role

As a Strategic Account Leader on our Public Sector Team, you’ll help Department of Defense agencies modernize how they build and secure software using GitLab’s AI-powered DevSecOps platform. You’ll align GitLab with agency priorities like CI/CD automation, secure development practices, and infrastructure modernization in regulated environments, acting as the primary point of contact for strategic and large prospects. Reporting to a Regional Director, you’ll own a defined book of business, build and execute multi-year account plans, navigate complex procurement cycles, and partner closely with system integrators and resellers to deliver outcomes that matter to public sector missions.

In your first year, you’ll focus on developing trusted relationships with CIOs, technical leaders, and key stakeholders across your territory, driving successful rollouts and adoption of GitLab, and coordinating with our pre- and post-sales engineering and support teams. You’ll also represent the voice of your customers internally by sharing product feedback and ideas through our public issue tracker, helping shape how GitLab serves the public sector over time.

What you’ll do

• 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

What you’ll bring

• Experience selling technology solutions to Department of Defense agencies

• Knowledge of the software development lifecycle, including CI/CD automation, secure development practices, and infrastructure modernization

• Understanding of compliance requirements, and agency buying cycles, with the ability to navigate complex stakeholder environments

• Consultative sales approach that positions technology as a mission enabler and aligns solutions to public sector modernization initiatives

• Ability to manage major accounts with a high degree of ownership and control, working under minimal supervision on complex opportunities

• Skill in collaborating with system integrators, resellers, and internal pre- and post-sales teams to drive successful customer outcomes

• Effective written and verbal communication skills, with strong interpersonal abilities to build consensus across technical and non-technical stakeholders

• Alignment with GitLab’s values, openness to learning, and readiness to apply transferable skills and diverse experiences to the public sector domain

About the team

The Public Sector Team focuses on helping U.S. Department of Defense agencies modernize how they build, secure, and operate software using GitLab’s AI-powered DevSecOps platform. You’ll join a distributed group of strategic account leaders, solutions architects, and channel specialists who collaborate asynchronously across time zones to serve complex, regulated customers. We partner closely with system integrators and resellers, align with agency procurement processes, and coordinate with product, marketing, and support teams to deliver secure, compliant solutions. Our current priorities include navigating evolving procurement and compliance requirements, supporting infrastructure modernization and secure development practices, and expanding GitLab’s presence across key public sector accounts.

An overview of this role

As a New Business Account Executive - State, Local and Education (SLED) Integrators, you'll be at the forefront of GitLab’s growth strategy, exclusively focused on acquiring new logos and expanding our market presence within the SLED contractor community. You'll work with a variety of organizations, navigating sales cycles while maintaining the high velocity of a true new business seller breaking into new accounts and building relationships from scratch.

This is a greenfield opportunity for someone who combines a strong ability to sell with  a startup mentality. In this role, you’ll sell innovation and change to net new customers, compressing decision cycles while building trust at the leadership level. You'll own the entire sales cycle from initial outreach through close, building your own pipeline while collaborating with marketing and SDRs to maximize every opportunity. Your success will directly impact our company's growth trajectory and market position. 

This person MUST be currently located in the US. 

What You’ll Do  

• Own the full new logo acquisition cycle 
• Build and maintain a 3-4x pipeline coverage through high-volume prospecting activities, dedicating the majority of your time to pipeline generation
• Execute a disciplined daily prospecting cadence, including cold calling, strategic email sequences, social selling, and creative outbound strategies to identify and create new opportunities
• Run high-quality discovery meetings, uncovering business pain points and articulating compelling value propositions that resonate at executive levels
• Navigate complex, multi-stakeholder sales processes with C-level executives, IT leaders, and cross-functional buying committees
• Develop and execute strategic territory plans, identifying high-value targets and creating a qualified account prioritization strategy
• Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, POCs, and ensure smooth post-sale transitions
• Master our sales methodology (MEDDPICC, Command of the Message) to qualify opportunities, manage deal velocity, and drive predictable revenue
• Maintain exceptional Salesforce hygiene, including detailed account notes, use case documentation, competitive intelligence, and accurate forecasting
• Exceed quotas while maintaining high activity levels and pipeline velocity metrics

What You’ll Bring 

• Strong B2B SaaS sales experience with an emphasis on new business development and net-new logo acquisition
• Proven track record as a top performer with success in closing new logos
• Strong prospecting mentality with exceptional pipeline generation skills – you've built territories from scratch and created demand in greenfield accounts
• Experience with consumption-based or usage-based business models and ability to articulate value beyond traditional licensing
• Strong discovery and qualification capabilities using consultative selling approaches to uncover business pain and build compelling business cases for C-level stakeholders
• Demonstrated ability to compress sales cycles while managing multiple complex opportunities simultaneously (15-20+ active deals)
• Relentless work ethic and competitive drive – you're energized by prospecting, motivated by competition, and have an insatiable desire to win
• Adaptability and coachability – you thrive in dynamic, high-velocity environments and continuously iterate based on market feedback
• Excellent communication and storytelling skills with the ability to craft and deliver executive-level presentations that drive urgency
• Proficiency with modern sales tech stack including Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense

About the team

Our New Business team operates like a startup within the company – we're builders, prospectors, and market makers who are constantly thinking about our next deal and strategising our account plans. We’re looking for sales professionals who get energized by new opportunities and thrive on breaking into accounts that have never heard of us.

The team culture is built on drive, accountability, and continuous improvement (growth mindset). We share competitive intelligence, celebrate wins loudly, learn from losses quickly, and push each other to be better every day. You'll be surrounded by other top performers who are passionate about their craft and committed to building something special.

You'll report to the Regional Sales Director - Federal Systems Integrators (FSI) and work closely with a dedicated SDR pod, Sales Engineering, Marketing, and Customer Success. You will collaborate with the Public Sector SLED Account Executives, aligning contractor projects and programs with state and local government, and education customers. We invest heavily in your development with weekly 1:1 coaching, deal strategy sessions, and ongoing enablement. Come and be a part of this team as we look to build something new!

An overview of this role:

This position is 100% remote and will be based in the United States and/or Canada 

GitLab is looking for an enthusiastic and strategic Sales Development Representative (SDR), to join our growing Revenue Marketing team. As a SDR at GitLab, you get the opportunity to lead the initial outreach to targeted accounts working in conjunction with the Field and Digital Marketing teams. In this role you will leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles to introduce GitLab’s value. You will be responsible for generating qualified meetings and pipeline for GitLab's Sales organization.

Don’t have a ton of knowledge about GitLab yet? Don’t worry. We have an extensive onboarding and training program at GitLab and you will be provided with necessary DevOps and GitLab knowledge to fulfill your role.

What you'll do:

• Effectively manage inbound lead flow
• Conduct high-level discovery conversations in target accounts
• Meet or exceed SDR sourced Sales Accepted Opportunity (SAO) volume targets
• Collaborate with and leverage teammates to develop targeted lists, call strategies, and messaging to drive opportunities
• Utilize business and industry knowledge to research accounts, identify key players, generate interest, create/identify compelling events, and develop accounts
• Work to have a variety of touches (call, email, social, etc.) on all leads in your assigned territory using Outreach.io
• Manage, track, and report on all activities and results using Salesforce
• Participate in documenting all processes in the GitLab handbook and update as needed with your Sales Development Manager
• Act as a mentor for new SDR hires in helping them navigate their key accounts

What you'll bring:

• Positive and energetic phone skills, excellent listening skills, strong writing skills
• A self-starter with a track record of successful, credible achievements
• You share our values, and work in accordance with those values
• Knowledge of business process, roles, and organizational structure
• Determined personality with a desire to grow and win
• Passionate about being a part of GitLab’s journey
• Proficient in using Salesforce
• Previous tech industry experience or experience in sales development, marketing and/or sales is a plus
• Eagerness to grow professionally with best-in-class onboarding program, support across the business and eligibility for promotion into an outbound role after 12 months as a successful SDR
• Globally we require excellent written and spoken English which is our company language

An overview of this role

As a Solutions Architect, you’ll be a trusted advisor to GitLab prospects and customers, helping them understand how GitLab’s DevSecOps platform addresses both technical requirements and business objectives across the entire software development lifecycle. You’ll guide organizations through their digital transformation journeys, from planning through monitoring, using your technical expertise, understanding of cloud and modern software development practices, and strong customer empathy. Reporting to a regional Solutions Architect manager and partnering closely with Account Executives and cross-functional teams, you’ll own technical evaluations (including proof of value initiatives and workshops), shape solution architectures, and serve as the voice of the customer back to Product Management. In your first year, you’ll focus on driving successful platform adoption, influencing revenue growth through solution selling, and building long-term, trust-based relationships that showcase GitLab’s differentiated position in an AI-driven DevSecOps landscape.

What you’ll do

• 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.

What you’ll bring

• Experience engaging with customers in technical pre-sales, consulting, or similar roles, guiding them through solution design and evaluation.
• Proficiency with the end-to-end software development lifecycle, including modern DevSecOps practices and continuous integration and continuous deployment workflows.
• Hands-on experience with GitLab or comparable source control, CI/CD, and collaboration platforms, and the ability to map platform capabilities to customer use cases.
• Practical knowledge of cloud computing concepts and related technologies, with the ability to discuss deployment, security, and operations options with technical teams.
• Ability to lead technical evaluations such as proofs of concept or proofs of value, contribute to tenders or audits, and design and run workshops or value stream assessments.
• Clear technical communication and presentation skills, with the ability to adapt messages for practitioners through to senior business and technical decision makers.
• Skill in building trusted relationships, listening with empathy, and acting as a customer advocate to internal teams such as Product, Engineering, Sales, and Marketing.
• Motivation to continuously develop professionally, including learning new technologies, deepening GitLab platform expertise, and applying transferable experience from related fields.

About the team

We, the Solutions Architect team, are part of GitLab’s Sales organization and serve as the technical counterpart to Account Executives, with this role focused on opportunities in North America and reporting into a regional Solutions Architect Manager. Our mission is to help customers realize the full value of GitLab’s AI-powered DevSecOps platform by advising on architecture, running technical evaluations such as proofs of value, and guiding customers through their digital transformation. We work closely with Sales, Product Management, Engineering, and Marketing, collaborating asynchronously across regions to share best practices, create reusable technical collateral, and act as the voice of the customer. We are focused on helping customers modernize end-to-end software delivery, adopt GitLab at scale, and navigate a rapidly evolving AI and DevSecOps landscape.
#LI-DNI

An overview of this role

As a Senior Solutions Architect, you’ll help GitLab prospects and customers see how our AI-powered DevSecOps platform can solve technical issues and advance business goals across the full software development lifecycle. You’ll act as a strategic technical advisor and, for assigned accounts, serve as a strategic technical partner who guides complex evaluations, shapes long-term architecture choices, and helps customers modernize how they plan, build, secure, deploy, and monitor software. Reporting to a regional Solutions Architect Manager and partnering closely with Account Executives and cross-functional teams, you’ll guide technical strategy for opportunities in North America while bringing customer insight back to Product Management, Engineering, Sales, and Marketing.

This is a senior role with accountability across broad scope, complex customer environments, and high-impact technical judgment. In your first year, you’ll focus on guiding high-value technical engagements, enabling successful platform adoption, shaping multi-team transformation strategies, mentoring other Solutions Architects, and helping customers see GitLab’s differentiated value in an evolving AI and DevSecOps market.

What you’ll do

• Guide technical discovery, product demonstrations, and validation activities, including proofs of value, to confirm technical fit, accelerate evaluation milestones, and improve technical win rates for GitLab’s AI-powered DevSecOps platform.
• Own the technical evaluation process for complex opportunities, including solution design, workshop facilitation, proof of concept or proof of value execution, and technical materials for tenders, audits, and assessments, with accountability for clear success criteria and documented evaluation outcomes.
• Develop end-to-end technical strategies for assigned accounts that expand platform adoption, reduce delivery risk, and enable multi-team and multi-year transformation milestones.
• Collaborate with Account Executives and regional sales teams in North America to shape account and territory plans, support qualification, and align technical strategy to customer priorities, opportunity progression, and business outcomes.
• Advise technical practitioners and business leaders on modern software development, continuous integration, continuous deployment, security, cloud, and platform adoption practices to improve delivery efficiency, strengthen security outcomes, and increase adoption of GitLab workflows.
• Drive competitive analysis and positioning for complex opportunities by using market, industry, and customer context to clarify GitLab’s differentiated approach and improve technical win readiness.
• Represent the voice of the customer by sharing product feedback, use cases, integration needs, and field insights with Product Management, Engineering, Sales, and Marketing to improve roadmap decisions, integration readiness, and field effectiveness.
• Mentor other Solutions Architects, contribute to team learning initiatives, improve technical collateral and documentation, and share subject matter expertise through GitLab’s common collaboration channels to increase team readiness, reuse of technical assets, and consistency across engagements.

What you’ll bring

• Experience working with customers in technical pre-sales, consulting, or related roles where you’ve guided solution design, technical evaluations, and adoption planning.
• Ability to solve customer issues with broad scope and high complexity, including integration challenges and cross-functional technical scenarios.
• Knowledge of the end-to-end software development lifecycle, including DevSecOps practices, continuous integration, continuous deployment, security, and cloud concepts.
• Hands-on familiarity with GitLab or similar source code management, CI/CD, and collaboration platforms, with the ability to connect platform capabilities to customer goals.
• Experience facilitating workshops, leading proofs of concept or proofs of value, and contributing to technical assessments, audits, or tender responses.
• Communication skills that let you adapt technical and business messages for practitioners, leaders, and executive stakeholders.
• Relationship-building skills with a customer-focused approach, including the ability to listen, challenge constructively, and advocate for customer requirements internally.
• Interest in continuous learning, mentoring, and applying transferable experience from related backgrounds to deepen expertise in GitLab, AI, and DevSecOps.

About the team

The Solutions Architect team is part of GitLab’s Sales organization. We collaborate asynchronously across regions to share practices, develop reusable technical content, and bring field feedback into the business. We work closely with Sales, Product Management, Engineering, and Marketing, and we value knowledge sharing, strong technical storytelling, and continuous learning as we help customers modernize software delivery in a fast-changing AI and DevSecOps market.

You will act as a primary point of contact and the face of GitLab for our prospects and customers within the Public Sector in the UK

Key Role Purpose

To drive GitLab platform adoption across public sector organizations, orchestrating successful partner relationships and direct engagement, ensuring alignment with government digital transformation initiatives.

What You'll Do

• Lead GitLab platform enterprise sales across diverse public sector portfolio 
• Develop and execute multi-year account strategies using MEDDPICC methodology
• Build C-level relationships across government and private sector institutions
• Drive platform adoption through centers of excellence
• Manage complex procurement processes across government/public sector frameworks
• Create sector-specific value propositions and business cases

Territory Development & Scale

• Build and execute strategic territory plan across public sector segments
• Create scalable prospecting and account development strategies
• Implement repeatable sector plays and reference programs
• Manage resource allocation across complex account portfolio
• Drive territory growth through new logo acquisition and expansion
• Develop territory-specific partner ecosystems

Partner Ecosystem Management

• Drive revenue through strategic system integrators
• Develop relationships with regional service providers
• Coordinate with cloud provider partnerships (AWS, Azure, GCP)
• Enable managed service provider success
• Lead joint account planning and execution
• Create scalable partner enablement programs

What You'll Bring

• Proven UK public sector software sales experience
• Deep understanding of public sector digital transformation initiatives
• Experience with government framework procurement
• Multi-stakeholder engagement in complex organizations

Technical Ecosystem Knowledge

• DevSecOps platform or a similar type of complex technology sales experience
• Understanding of complementary technologies

Sales Methodology & Process

• MEDDPICC methodology mastery and implementation
• Complex deal management experience
• Territory planning and scaling expertise
• Partner orchestration capability
• Proven forecast accuracy using MEDDPICC scoring
• Track record of complex deal closure
• Experience building territories from ground up
• Willingness to travel 
• Experience with open source solutions
• Strong presentation and negotiation skills
• Demonstrable territory management tool proficiency
• Track record of building scalable territory models

An overview of this role

As an AI Engineer at GitLab, you'll help build the foundation for GitLab's transformation into an AI-first company. Reporting to the Director, Enterprise AI, you'll be a hands-on technical leader responsible for delivering internal AI-powered solutions that drive measurable business outcomes.

Building fast matters, but it's not enough on its own. This role starts with understanding the real problem: mapping how work moves across teams, tools, and handoffs, identifying the true constraint, and validating whether AI is the right solution before you begin development. From there, you'll take ownership from discovery through deployment, combining strong engineering skills with systems thinking and business understanding.

Your initial focus will span Sales, Marketing, and Customer Support, where you will embed AI solutions into key systems and workflows. This role offers the opportunity to shape how GitLab team members work, improve flow across the organization, and help advance our mission in a remote, asynchronous, and values-driven environment.

What you'll do

• Diagnose business problems before building solutions. Map workflows, identify constraints, and confirm whether AI is the right intervention. Be prepared to say "this doesn't need AI" when that's the honest answer.
• 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, delivering working prototypes in days, not months, with a focus on practical outcomes and measurable business value.
• Improve organizational flow by building solutions that reduce bottlenecks, shorten lead times, and increase throughput. Measure success using flow metrics alongside adoption and ROI.
• Integrate AI capabilities into existing systems and workflows using APIs, orchestration tools, and modern AI platforms, including GitLab Duo Agent Platform, where appropriate. The right tool wins, whether that's custom code, a platform, or a well-crafted prompt.
• Be Customer Zero: leverage and showcase GitLab's AI offerings wherever possible, feeding real-world usage insights back to R&D.
• Partner closely with stakeholders across functions to understand the real constraints. Ask the right questions, bridge technical and non-technical perspectives, and align on outcomes before jumping to solutions.
• Define and track success through business metrics, flow metrics, and feedback loops that make performance visible and actionable.
• Contribute to technical direction by evaluating tools, documenting patterns, and creating reusable foundations that help the team scale its impact.

What you'll bring

• A Technologist at Heart - Genuinely invested in technology, the foundational and the cutting-edge in equal measure. You're as energised by a well-designed API integration as you are by the latest foundation model release. You reach for the simplest solution that solves the problem well, rather than forcing new technology when proven approaches would do. AI is a powerful part of your toolkit, but it sits on top of solid engineering fundamentals, not in place of them.
• Competent, Confident Coding Skills - You can build working solutions end-to-end, write clean and maintainable code, and debug effectively. Whether your skills were honed in a traditional engineering role, through building automations, or shipping side projects, what matters is that you can deliver production-quality work independently.
• AI & LLM Technical Depth - Strong proficiency in at least one modern scripting language (Python, JavaScript/TypeScript, or similar) and a solid understanding of REST APIs, GraphQL, and integration patterns. Deep, practical experience with modern AI technologies, specifically: Prompt engineering as a core discipline: designing effective system prompts, managing context windows, structuring multi-turn interactions, evaluating output quality, and iterating systematically on prompt design.Model selection and cost-performance trade-offs: understanding when a smaller fine-tuned model outperforms a general-purpose large one, when RAG is the right architecture versus expanding the context window, and how to make principled decisions about capability versus cost.
• Agentic architecture patterns: tool use, multi-agent orchestration, human-in-the-loop designs, guardrails, evaluation frameworks, and production-grade reliability patterns.Practical fluency across the LLM ecosystem: hands-on experience with models from Anthropic, OpenAI, open-source alternatives, and the judgment to know which to reach for and when.
• AI Safety & Risk Awareness - You think critically about how the solutions you build could be exploited, misused, or produce unintended consequences. You know how to design appropriate guardrails (input validation, output filtering, access controls, prompt injection defences, and data leakage prevention) and you treat these as first-class engineering concerns.
• Systems Thinking & Diagnostic Rigour - The ability to look at a complex process and see the constraint. Comfortable mapping how work flows end-to-end, identifying bottlenecks, and tracing problems to root causes before proposing solutions. You instinctively ask "what's actually blocking flow here?" before asking "what model should I use?"Business System Expertise - Familiarity with the landscape of enterprise business systems, CRM (Salesforce), marketing automation (Marketo), support platforms (Zendesk), integration and orchestration tools (Workato), AI platforms (Relevance AI), and enterprise search and knowledge tools (Glean). You don't need deep experience with all of these, but to understand what they do, how they fit together, and be willing to build with and across them. A strong understanding of enterprise data models and workflows is essential.
• Broad Functional Understanding - Ability to have meaningful conversations with stakeholders across diverse domains and quickly understand their unique needs.
• End-to-End Ownership - Track record of owning complex initiatives from discovery through delivery. Comfortable operating with ambiguity and driving to measurable outcomes independently.
• Product Mindset - Ability to scope MVPs, prioritise ruthlessly, and deliver iteratively. In addition, consider adoption, user experience, and business outcomes.

Preferred Qualifications

• Experience with GitLab platform and CI/CD workflows
• Background in consulting, solutions engineering, or customer-facing technical roles
• Familiarity with value stream mapping, flow metrics, or Theory of Constraints thinking
• Experience with low-code/no-code orchestration tools (n8n, Make, Workato) alongside custom development
• Previous startup or high-growth company experience
• Experience mentoring or leading technical projects with junior engineers

About the team

You will join the Enterprise Technology & AI team. We're the backbone of the organisation, driving transformation in how GitLab team members make decisions, operate at scale, and deliver results for our customers.

We believe the best AI solutions start with understanding the system, not the technology. We value people who think in constraints and flow, who build with conviction, and who never stop learning. We work in an all-remote, asynchronous setting, guided by GitLab's values of collaboration, results, efficiency, diversity, inclusion and belonging, iteration, and transparency.

An overview of this role

As an Account Executive, you’ll be the primary connection between GitLab and customers, working with organizations of up to 4,000 team members to help them adopt and expand the world’s most comprehensive AI-powered DevSecOps platform. You’ll own a broad book of business across a wide range of opportunity sizes, guiding small, fast-growing teams as well as more complex projects as they modernize their software delivery with GitLab. Reporting to a Regional Sales Director and partnering closely with business development, marketing, and technical teams, you’ll run the full sales process: shaping the customer’s journey, documenting buying criteria and processes, ensuring accurate pipeline based on evidence, and sharing root-cause insights on wins and losses. In your first year, you’ll focus on building trusted relationships, delivering meaningful business outcomes for customers, and being the voice of the customer internally by contributing ideas to our public issue tracker and improving our sales handbook.

What you’ll do

• Report to a Regional Sales Director and own a broad book of 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 for 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.

What you’ll bring

• Proven success in software sales, ideally in a Commercial market context, managing a varied book of business.
• Ability to guide customers through the full buying journey, including defining buying criteria, mapping buying processes, and driving clear next steps.
• Effective communication and interpersonal skills to collaborate with business development, marketing, technical teams, and sales management.
• Experience documenting and maintaining accurate pipeline data and account plans based on evidence rather than assumptions.
• Skill in conducting and contributing to win/loss and root cause analyses, and sharing insights to improve team performance and processes.
• Proficiency in negotiation, presenting to customer stakeholders, and leading commercial discussions to close opportunities.
• Interest in GitLab, open source software, and preferably familiarity with Git, software development tools, or application lifecycle management.
• Alignment with GitLab’s values and an interest in contributing from diverse or transferable sales backgrounds, with willingness to travel in line with company policy.
• Fluent Italian language skills (required).

About the team

The Mid-market Sales team focuses on helping growing organizations adopt and expand GitLab’s AI-powered DevSecOps platform across their software delivery lifecycle. You’ll join a distributed group of Account Executives, sales managers, and business development team members who collaborate asynchronously across regions to manage a broad book of business in the mid-market segment. We partner closely with marketing, sales development, and technical teams to run an efficient, transparent sales process, document what works in our sales handbook, and represent the voice of the customer back into GitLab. We focus on opportunities like supporting customers through toolchain consolidation, driving platform adoption, and sharing learnings from wins and losses to continuously improve how we sell and support GitLab.

An overview of this role

As a member of the Infrastructure Security Team within the Product Security Department, you will work with teams across GitLab to ensure that the components that comprise our public cloud infrastructure are built from the beginning with resiliency and set security expectations that our customers rely on to power their DevSecOps goals.

As a Staff Security Engineer, you will serve as a technical lead across the topics the Infrastructure Security team owns, including our SaaS Platforms (e.g. GitLab Dedicated, Cells) and Self-Managed offerings. You will define the technical direction for how the team approaches infrastructure security topics and combine hands-on execution with influence that reaches into partner engineering teams. You’ll drive business outcomes by ensuring that we pragmatically implement security capabilities into the platform that empowers critical software factories globally.

What You’ll Do  

• Set architectural patterns, reference implementations, and foundational security automation that shape how infrastructure security is implemented across GitLab
• Lead infrastructure security initiatives from problem framing through delivery, scoping ambiguous multi-quarter work into executable streams with clear success criteria
• Conduct and lead comprehensive security reviews and threat modeling for complex infrastructure components, identifying systemic risks and driving remediation across affected systems
• Set the team's approach to AI-assisted security engineering, identifying where AI can meaningfully increase leverage and establishing patterns others can adopt
• Serve as an authoritative technical voice for Infrastructure Security across our stakeholders, translating architectural tradeoffs into clear decisions for engineering teams and senior leadership
• Partner on technical planning, prioritization, and roadmap development to align technical work with business objectives
• Mentor and develop engineers, raising the technical bar and modeling inclusive collaboration
• Fulfill the Product Security Division Mission of securing GitLab Infrastructure with our own product ("dogfooding")  

What You’ll Bring 

• Expert knowledge of security for cloud infrastructure (AWS/GCP/Azure), container orchestration (Kubernetes) and related infrastructure and data security topics
• Proficiency in multiple programming languages (Go, Python, Ruby) with a track record of delivering production-quality security tooling
• Extensive experience with Infrastructure-as-Code security (Terraform, Ansible, CloudFormation), policy-as-code, and automated compliance
• Hands-on experience applying AI to security workflows, with a point of view on where it creates meaningful leverage
• Track record of leading multi-team technical initiatives from ambiguous problem statements to measurable outcomes, setting technical direction that peer teams adopt
• Strong written and verbal communication skills, able to explain security tradeoffs to technical and non-technical audiences, including senior leadership
• Familiarity with security certifications, frameworks, and standards (FedRAMP, ISO 27001, SOC 2, PCI-DSS)
• Share our values, and work in accordance with those values

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.

An overview of this role

Commercial Named Account Executives are the primary point of contact between prospective and existing customers of GitLab within the top end of the mid-market, which currently works with companies that employ between 250 to 3,999 employees. These GitLab team members manage the spectrum of project sizes, ranging from small fast growing teams in smaller agile organizations to complex enterprise projects advising on the journey with GitLab to achieve specific business outcomes.

Commercial Named AEs work closely in tandem with the business development team and sales management to manage a broad book of business spread over a large opportunity value range and focus on exceeding client expectations.

What you'll do

• Meet or exceed quota while fostering strong customer relationships
• Articulate the value of GitLab to our Commercial prospects and customers in Canada 
• Take ownership of and act as the CEO for the book of business in your territory:
• Document the buying criteria & process, next steps & owners
• Build a strong pipeline through a healthy cadence of prospecting activity
• Prospect and close new business to expand your territory
• Ensure adoption of our solutions and do your best to avoid churn and contraction
• Work and collaborate with our Partner ecosystem to drive new business and value for our customers
• Create an accurate forecast for each quarter against your plan/budget
• Drive attendance to our events, which you will be part of to further network with current and prospective customers
• Contribute to root cause analyses on wins/losses.
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
• Contribute to documenting improvements in our sales handbook
• Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process
• Be the voice of the customer by contributing product ideas to our public issue tracker
• Master MEDPICC and Command of the Message on all opportunities

What you'll bring

• A true desire to see customers benefit from the investment they make with GitLab
• Demonstrated progressive experience with SaaS sales through pitching on value to development team (preferably devops)
• Interest in GitLab, and open source software
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator, strong interpersonal skills
• Motivated, driven and results oriented
• Excellent negotiation, presentation and closing skills
• Preferred experience with Git, Software Development Tools, Application Lifecycle Management
• You share our values, and work in accordance with those values.
• Ability to travel regularly to meet with customers in person and comply with the company’s travel policy

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