Technical Account Manager - East Coast North America

Gitlab

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. AN OVERVIEW OF THIS ROLE As a Senior Solutions Architect, you’ll help GitLab prospects and customers in the East region of the United States 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 the East territory 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. The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. United States Salary Range $137,400—$231,200 USD HOW GITLAB SUPPORTS FULL-TIME EMPLOYEES * 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  Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. ---------------------------------------------------------------------------------------------------------------------------------- Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.   Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

Gitlab

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. AN OVERVIEW OF THIS ROLE 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   #LI-SK1 Remote-Global The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. United States Salary Range $79,900—$141,000 USD HOW GITLAB SUPPORTS FULL-TIME EMPLOYEES * 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  Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. ---------------------------------------------------------------------------------------------------------------------------------- Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.   Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

Camunda

Camunda is the enterprise platform for agentic orchestration, enabling organizations to coordinate AI agents, people, and systems across complex, end-to-end business processes. With built-in governance, auditability, and human oversight, Camunda gives enterprises the control they need to move AI from pilots to production — safely and at scale. Trusted by over 700 organizations worldwide, including 9 of top 10 US banks, Camunda helps enterprises boost operational efficiency, accelerate time-to-value, and deliver better customer experiences. Fully remote and global, we are in the middle of something bigger: transforming into an AI-first organisation, built on our own platform. We use Agentic AI to automate, orchestrate intelligent processes, and elevate human contribution across every team. Named GP Bullhound’s Top 100 Next Unicorn list, 2025 Great Place to Work certified. Visionary in 2025 Gartner® Magic Quadrant™ for Business Orchestration and Automation Technologies. ranked 3rd in Flexa's 2026 Most Flexible Companies, We’re growing fast and looking for top talent to join our team. If you want meaningful work, visible impact and put something genuinely rare on your CV, keep reading. About the Role: At Camunda, our Technical Account Managers (TAMs) are trusted technical advisors, partnering closely with our most strategic customers to help them turn their process orchestration vision into measurable business value. In this highly impactful role, you’ll be “in the boat together” with clients from day one—navigating technical challenges, providing expert guidance, and ensuring smooth adoption of our platform at scale. Success means building lasting relationships, accelerating customer outcomes, and making complex technology feel approachable for diverse teams. As enterprise architectures rapidly evolve, you will also help customers understand how process orchestration intersects with modern AI ecosystems—including automation agents, LLM-powered workflows, intelligent decisioning, retrieval systems, and secure AI infrastructure patterns. If you thrive on collaboration, love solving unique challenges, and are excited to empower companies across industries, we want you on our fast-growing, innovative Customer Success team. What you'll be doing: * Team up with other TAMs in Camunda’s largest and most strategic enterprise customers and become the trusted advisor for them; leading them through all stages of their Camunda adoption journey. * Technical deep dive into platform architecture related aspects of the overall TAM service portfolio. * Guide the creation and execution of tailored technical adoption plans, designed to maximize business outcomes and ensure long-term success. * Deliver hands-on technical guidance, best practices, and advisory services to both business and technical stakeholders—from onboarding through ongoing operations. * Advise customers on modern architecture patterns involving AI-enabled automation, orchestration of LLM-based services, retrieval pipelines, agent frameworks, MCP-enabled integrations, and scalable cloud infrastructure. * Help customers evaluate where AI tools, copilots, intelligent assistants, and autonomous workflows can create measurable value within existing business processes. * Identify and remove execution risks by proactively conducting platform and solution health checks, facilitating escalation management, and advocating for customer needs internally. * Foster strong, collaborative relationships with cross-functional Camunda teams such as Customer Success Managers, Consulting, Support, Product, Engineering, Sales and Pre-Sales to drive measurable customer outcomes at scale. * Regularly spend time on-site with accounts for key milestone interactions to deepen partnerships and accelerate strategic initiatives. What you bring: * Ability and/or willingness to use our product. * At least 3 years experience as a Solution Architect, Technical Account Manager or a similar role. * Strong background in architecting and deploying large distributed systems for mission-critical applications. * Relevant technical skills such as: * Kubernetes on CKAD or CKA level * Hands-on experience with at least one high-level programming language (Java, C#, Python, etc.) and corresponding enterprise software frameworks * Proven experience with large scale deployments on AWS, Azure, GCP or OpenShift * Familiarity with APIs, event-driven systems, microservices, IAM/security, and observability tooling * Exposure to modern AI technologies such as LLMs, RAG architectures, vector databases, AI agents, MCP integrations, prompt workflows, or GenAI application frameworks. * Understanding of AI infrastructure considerations including model hosting, latency, governance, security, cost management, and production reliability. * A proven aptitude for strategic thinking, innovative problem-solving, and tailoring software solutions to meet unique customer challenges and requirements. * Hands-on experience in providing advisory services to technical and business stakeholders with the ability to communicate complex concepts clearly and persuasively to diverse audiences. * Proven track record in building and maintaining strong, trusted relationships with technical and business stakeholders on all seniority levels. * Willingness to spend time on-site with accounts (depending on account assignments, up to ~30% during certain periods). Nice-to-haves: * Experience in enterprise automation, business process management, process orchestration, or robotic process automation. * Experience integrating AI capabilities into enterprise systems, business workflows, or customer-facing applications. * Familiarity with agentic workflows, A2A (agent-to-agent) coordination patterns, or orchestration frameworks. * Relevant industry certifications (CKAD, CKA, AWS Certified Solutions Architect, Azure Solutions Architect Expert, etc.). * Familiarity with Camunda products. This role is an existing vacancy #LI-AG1 #LI-Remote #C4   What We Have to Offer: Compensation We offer competitive, fair, and transparent compensation. Salary ranges are location-based, with Standard and Major markets (global tech hubs) reflecting local competition. The Annual Total Target Cash (base salary + 100% variable target, where applicable) shown below spans from the minimum in a Standard market to the maximum in a Major market. Final offers depend on skills, experience, and location, and we typically hire in the first half of the range to allow room for growth: United States: $150,100.00 to $242,000.00 United Kingdom: £94,200.00 to £155,000.00 Singapore: S$186,400.00 to S$279,600.00 Canada: to C$159,400.00 t0 C$262,100.00 If you’re based elsewhere, you’ll be hired via Remote.com (our global employer partner), and your Talent Acquisition Partner will provide a personalized Total Rewards Calculator after your first interview. Equity: We also offer equity (where applicable) through our Virtual Stock Option Plan (VSOP). Benefits & Perks We invest in your wellbeing, growth, and ability to connect, along with perks that support you no matter where you’re based. Our benefits are globally designed and locally delivered where applicable. * Remote & Flexible: Work from anywhere with the setup that suits you, home office budget, co-working space support, and flexible time off to recharge when you need it. * In Person Connection: We invest in meaningful face time through our Annual Kickoff (Vienna in 2025, Madrid in 2026!), team offsites, and Camundi Connection Budgets, including contributing to meetups while travelling,, and local gatherings with fellow Camundi. * Health & Wellbeing: Access locally tailored healthcare, Modern Health for global mental wellbeing, and our Live Well Lifestyle Spending Account (LSA), a flexible, global benefit that puts you in control of your whole life, not just work, from: staying active, to caring for family, exploring personal passions, meaningful experiences, and investing in your financial wellbeing. The Live Well program launches in 2026 and scales to €1,000 annually from 2027. * Financial Security: Retirement and pension plans (often with company contributions), plus life and disability insurance where relevant. * Professional Growth: Up to $/€/£1,000 per year for self-driven learning: courses, certifications, books, you decide! ”Everyone is welcome at Camunda” — it’s a celebrated component of our culture. We strive to create an inclusive environment that empowers our people. At Camunda, we honour diverse cultures and backgrounds and are proud to be an equal opportunity employer. All qualified applicants will receive consideration without regard to gender, race, ethnicity, religion, belief, sexual orientation, age, disability or any other protected characteristics under applicable law. We are looking forward to your application! Come join us and be part of Camunda’s incredible journey: Make an impact at a pivotal moment in our story! AI in our hiring process: Camunda may use AI tools to aid the screening of applications and during the interview process. You can learn more here