Strategic Account Executive, AI - San Francisco
$124,000–$186,600 year
On-siteSan Francisco, California, United States
Job Summary
Lead enterprise sales for GitLab's AI-powered DevSecOps platform across the San Francisco region, focusing on AI-native companies, model providers, and infrastructure vendors. Drive growth by orchestrating complex sales strategies with Solutions Architects and Customer Success experts to deliver tailored DevSecOps solutions for scaling engineering organizations. Design strategic account plans, map opportunities, and manage end-to-end customer journeys from discovery through implementation. Champion continuous improvement through forecasting, pipeline reviews, and win/loss analysis to refine the go-to-market approach. Build deep partnerships by mastering the AI/ML landscape and positioning GitLab as a trusted technology ally for C-level stakeholders.
Required Qualifications
- Experience driving complex B2B software sales cycles with enterprise customers
- Background selling into large, enterprise accounts in San Francisco, United States
- Ability to build trusted C-level and senior stakeholder relationships across business and technical teams
- Familiarity with the AI/ML company landscape, including model providers, AI infrastructure vendors, and applied AI startups
- Ability to speak credibly to engineering and technical leadership about how DevSecOps practices apply to AI-driven development
- Knowledge of San Francisco's enterprise and AI market, including key industries, buying centers, and decision-making dynamics
- Ability to build and nurture a relevant professional network
- Ability to drive new business acquisition and expansion within enterprise accounts
- Experience collaborating with channel and strategic partners to generate pipeline, co-sell, and support successful customer adoption
- Effective communication and interpersonal skills
- Ability to lead account strategy, influence internal and external stakeholders, and remain calm under pressure
- Ability to work in line with GitLab's values
- Use GitLab in daily work
- Use Salesforce in daily work
- Travel as needed while following company travel policies
Desired Qualifications
- Experience driving complex B2B software sales cycles with enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS solutions
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