Strategic Account Executive – AI

This is a fully remote position, open to applicants in California.

📋 Description

• Lead strategic growth initiatives by overseeing GitLab's enterprise accounts in San Francisco, with a specific emphasis on AI-native organizations.

• Act as a trusted technology consultant for industry leaders within the designated territory.

• Collaborate with Solutions Architects, Customer Success, Sales Development, Channel & Alliances, and technical specialists to create effective sales strategies.

• Provide tailored AI-powered DevSecOps solutions designed for AI-native engineering firms.

• Ensure alignment between GitLab's platform and customers' long-term visions, compliance requirements, business goals, infrastructure, security, and governance issues.

• Foster strategic partnerships by gaining insights into customers' industry landscapes, success metrics, and growth paths.

• Develop and implement strategic account plans, which include opportunity mapping, stakeholder alignment, and comprehensive engagement.

• Increase GitLab's presence within both new and existing strategic accounts.

• Guide customers through their journey from initial discovery to evaluation, negotiation, and successful implementation.

• Participate in forecasting and pipeline review sessions.

• Conduct analyses of wins and losses and provide strategic insights regarding the purchasing behavior of AI companies.

• Prepare and present customer-facing and internal materials, including presentations, proposals, and recommendations.

• Regularly forecast and communicate deal progress and account health.

⛳️ Requirements

• Proven experience in managing complex B2B software sales cycles with enterprise clients, particularly in DevSecOps, software development tools, or related SaaS solutions.

• A track record of selling to large enterprise accounts in San Francisco, United States.

• Capability to establish trusted relationships with C-level executives and senior stakeholders across both business and technical teams.

• Understanding of the AI/ML company ecosystem, including model providers, AI infrastructure vendors, and applied AI startups.

• Proficiency in engaging with engineering and technical leadership regarding DevSecOps practices in AI-driven development.

• Insight into San Francisco's enterprise and AI market, covering essential industries, purchasing centers, and decision-making processes.

• Expertise in driving new business acquisition and growth through consultative, multi-stakeholder sales approaches.

• Experience in collaborating with channel and strategic partners to generate leads, co-sell, and facilitate customer adoption.

• Strong communication and interpersonal abilities.

• Skill in leading account strategies, influencing both internal and external stakeholders, and maintaining composure under pressure.

• Commitment to upholding GitLab's values.

• Proficient in utilizing GitLab and Salesforce in daily operations.

• Willingness to travel as necessary while adhering to company travel policies.

🏝️ Benefits

• Comprehensive benefits to support your health, financial stability, and overall well-being.

• Flexible Paid Time Off.

• Access to Team Member Resource Groups.

• Equity Compensation and Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental Leave.

• Sales incentive pay potentially reaching up to 100% of the offered base salary.