• 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.

• Focuses on Enterprise Networking pre-sales solution design • Responsible for working with internal and external sales teams to plan and organize sales strategies • Analyzes the sales environment including customer expectations, competitive environment as well as the customer's technical environment • Defines actions to be performed in the sales cycle timeframe • Develops and maintains strategic relationships with Sales Management of the teams they support • Expected to be subject matter expert in multiple families of Enterprise Networking solutions • Drives a variety of initiatives and projects • Coaches and/or mentors others FSAs • Prepares the team to be successful through proactive training, sharing knowledge, and communicating best practices

• Guiding customers through modernization of their infrastructure • Unlocking new opportunities for customers • Delivering customized roadmap for modernization • Collaborating closely with customers to develop advanced solutions • Nurturing strategic relationships with key partners and vendors

• Serve as the primary technical and strategic partner for Redwood’s existing customers. • Ensure customers realize maximum value from their Redwood investments by driving adoption and uncovering new opportunities for expansion. • Build and maintain strong, trusted relationships with technical and executive stakeholders within customer organizations. • Lead Health Checks, Use Case Workshops, and Business Reviews to ensure customer success and solution alignment. • Proactively identify adoption gaps and risk areas to create “get-well” plans. • Collaborate with Account Executives to identify and pursue expansion opportunities within existing customers. • Prepare and deliver high-impact product demonstrations and technical presentations tailored to customer goals. • Act as the technical liaison and escalation point for your accounts.