Senior Solutions Architect - Japan

Overview

As a Senior Solutions Architect, you'll be a trusted advisor to GitLab customers and prospects in Japan, explaining how GitLab's AI-powered DevSecOps platform addresses customers' business priorities and technical requirements, and supporting continued adoption, new use cases, and expansion.

What you'll do

• Lead structured discovery to understand customer business priorities, development processes, challenges, stakeholders, and success criteria.
• Connect proposed solutions to business value and return on investment.
• Collaborate with Account Executives on account strategies and customer action plans that move opportunities from technical evaluation to contract.
• Lead demos, workshops, proofs of concept or value, architecture design, and technical validation, including Linux-based, self-managed, and air-gapped customer environments.
• Design roadmaps for DevSecOps and artificial intelligence-enabled development across the software development lifecycle, addressing processes, roles, governance, and developer experience.
• Plan the effort and timelines for migrating continuous integration and continuous delivery pipelines from Jenkins to GitLab.
• Resolve post-sale adoption challenges with post-sales teams and partners, and identify expansion opportunities across use cases, business units, workloads, products, and editions.
• Build relationships with developers and business and technical leaders.
• Explain GitLab's competitive differentiation and address objections about existing tools, overlapping AI capabilities, cost, and migration effort.
• Create reusable proposals, architecture diagrams, proof-of-value plans, executive materials, technical content, and success stories.
• Present at webinars and marketing events to support pipeline development.
• Share customer feedback and competitive insights with Product Management, Engineering, Sales, and Marketing.
• Test GitLab, AI, DevSecOps, and cloud technologies hands-on, and mentor team members to share best practices.

What you'll need

• Experience in technical pre-sales, solutions architecture, consulting, technical sales, or a similar customer-facing role, using structured discovery, value selling, stakeholder mapping, and consensus building.
• Practical understanding of the software development lifecycle, DevSecOps, security, and cloud technologies, with experience using GitLab or comparable source control, continuous integration and continuous delivery, and developer collaboration platforms.
• Experience leading demos, workshops, proofs of concept or value, technical proposals, or solution architecture design, and the ability to discuss deployment, security, and operations with customer technical teams.
• The ability to explain technical trade-offs and business value to developers, technical leaders, and executives, and collaborate with Account Executives on opportunity strategy, adoption, and expansion.
• Familiarity with retrieval-augmented generation and Model Context Protocol, and the ability to discuss their use in AI-enabled development.
• The ability to mentor team members, share reusable knowledge, and give and receive feedback with empathy and respect for others' expertise.
• Fluency in Japanese and professional working proficiency in English.

Nice to have

• A background in software development, systems integration, or project or product management.
• Developer productivity, cloud-native technologies, enterprise platform governance and rollout, post-sales recommendations, consumption-based models, or creating reusable technical content.

Details

• Remote role based in Japan.
• Full-time employment.