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Drive enterprise growth across the San Francisco region by closing complex B2B SaaS deals for GitLab's AI-powered DevSecOps platform. Build C-level relationships, design account plans, coordinate cross-functional teams, manage full sales cycle from discovery to negotiation, and drive net ARR and long-term expansion while contributing to forecasting and go-to-market improvements.

Lead enablement programs for New Business and Sales Development/SMB, build role-specific training and content, partner with field leadership globally, use Salesforce/Cornerstone/Gong/GitLab and AI tools, measure program effectiveness, and drive adoption and skill development.

Serve as a trusted advisor to a portfolio of customers to drive adoption, measurable outcomes, and advocacy for the GitLab DevSecOps platform. Lead workshops and Centers of Excellence, provide deployment and operational guidance, translate product usage data into actionable recommendations, monitor KPIs, manage regular touchpoints, and collaborate with Product, Engineering, Sales, and Professional Services to align on customer success plans and issue resolution.

Lead and grow a distributed team of Solutions Architects supporting enterprise customers in the West territory. Coach and mentor technical pre-sales staff, participate in key customer evaluations and demos, ensure consistent technical validation and adoption of GitLab Enterprise, align with Sales on territory strategy, and partner with Product, Engineering, and Marketing to influence roadmap and messaging while tracking team KPIs and execution.

Lead and grow a Data Foundations engineering team that designs, builds, and operates high-throughput distributed data pipelines and query-serving layers. Own delivery, architecture, and operational readiness for ingestion, buffering, enrichment, replication (CDC), ClickHouse-backed storage, and integrations with the GitLab monolith across multiple deployment models. Hire, coach, and collaborate cross-functionally to improve reliability, observability, security, and extensibility with an emphasis on AI-driven integrations and customer-facing reporting.

As a Business Development Representative at GitLab, you will execute prospecting initiatives to generate meetings, qualify opportunities, and collaborate across teams to drive sales in a remote environment.