Strategic Account Executive, AI - San Francisco

GitLab is the intelligent orchestration platform for DevSecOps, trusted by more than 50 million registered users and more than 50% of the Fortune 100. As a Strategic Account Executive for the San Francisco region, you'll drive GitLab's enterprise growth by helping influential organizations, including a concentrated focus on leading AI companies, adopt, implement, and expand their use of the AI-powered DevSecOps platform. You'll focus on enterprise accounts with emphasis on foundation model labs, AI infrastructure providers, and applied AI companies, guiding customers through digital and DevSecOps transformations and driving pipeline generation that translates into measurable Net ARR and long-term expansion.

• Drive strategic growth by leading enterprise accounts across San Francisco with a dedicated focus on AI-native companies, serving as a trusted technology advisor.
• Orchestrate winning sales strategies with Solutions Architects, Customer Success experts, Sales Development, Channel & Alliances, and other technical specialists.
• Design and execute strategic account plans, including opportunity mapping, stakeholder alignment, and multi-threaded engagement, to expand GitLab usage within new and existing strategic accounts.
• Lead end-to-end customer journeys from discovery through evaluation, negotiation, and successful implementation.
• Contribute to forecasting and pipeline reviews, conduct win/loss analyses, and share strategic insights on AI company buying behavior.

• Experience driving complex B2B software sales cycles with enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS solutions.
• Background selling into large enterprise accounts in San Francisco, with the ability to build trusted C-level and senior stakeholder relationships.
• Familiarity with the AI/ML company landscape, including model providers, AI infrastructure vendors, and applied AI startups.
• Knowledge of San Francisco's enterprise and AI market, buying centers, and decision-making dynamics.
• Experience collaborating with channel and strategic partners to generate pipeline, co-sell, and support successful customer adoption.
• Ability to use GitLab and Salesforce in daily work and travel as needed.

The Enterprise Sales team drives growth, adoption, and long-term value for GitLab's AI-powered DevSecOps platform with the largest and most strategic customers. The team is distributed and all-remote, working asynchronously across regions and partnering closely with sales engineering, marketing, and customer success teams.

United States base salary range: $124,000—$186,600 USD. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities, equity with other team members, alignment with market data, and geographic location.

GitLab supports full-time employees with benefits to support health, finances, and well-being, including Flexible Paid Time Off, Team Member Resource Groups, Equity Compensation & Employee Stock Purchase Plan, Growth and Development Fund, and Parental Leave.