AI GTM Lead- West

SAP•Newport Beach, CA

20h•$137,300 - $294,000•Hybrid

About The Position

The AI GTM Lead is a high-impact executor responsible for driving measurable Business AI revenue and consumption outcomes across SAP's enterprise customer base in the West Coast. This role owns the full commercial motion for SAP's Business AI portfolio — from demand creation through pipeline maturation and forecast delivery — while orchestrating cross-functional experts to build compelling, high-value proposals for SAP's premium AI use cases.

Requirements

Proven track record of delivering pipeline and revenue targets in enterprise software sales, with direct accountability for forecast
Strong understanding of AI in a business context — both technical concepts and commercial applications — with experience positioning AI solutions to large enterprises
Experience orchestrating cross-functional teams (presales, solution management, consulting, partners) to execute complex, high-value deals
Ability to design and structure strategic AI opportunities from early qualification through close, including executive business case development
Familiarity with enterprise software sales cycles, CRM pipeline management, and AI commercial models
Proven leadership in driving urgency and execution across matrixed organizations
Professional network in the market capable of generating pipeline and influencing customer decisions
Fluency in English; additional languages are an asset
Bachelor's degree or equivalent required

Responsibilities

Own end-to-end demand generation, pipeline health, and revenue forecast for Business AI within the assigned market unit or territory
Track, manage, and report pipeline coverage and conversion metrics with rigor, driving accountability across sales teams
Execute account-level GTM strategies that translate AI market opportunity into qualified pipeline
Proactively identify and close pipeline gaps through targeted campaigns, executive engagements, and field activation
Serve as the single point of accountability for Business AI commercial performance within the assigned scope
Lead the design of complex, multi-solution Business AI opportunities from initial discovery through executive business case development
Qualify and mature strategic deals by mapping customer business priorities to SAP's premium AI portfolio and quantifying value
Facilitate AI Discovery Workshops and C-level engagements to accelerate deal progression and expand deal scope
Build and evolve customer AI roadmaps that anchor long-term SAP commitment and create expansion opportunities
Apply industry reference architecture and business process expertise to shape differentiated, defensible AI solution designs
Act as the deal quarterback — assembling and directing the right mix of presales, solution management, consulting, and partner experts to build winning proposals for SAP's premium AI use cases
Drive proposal quality and strategic narrative for marquee accounts, ensuring alignment between customer priorities and SAP's AI value proposition
Coordinate across SAP's Business AI ecosystem to deliver integrated, high-impact responses to complex customer requirements
Engage SAP's executive and partner network to accelerate deal closure on strategic AI opportunities
Enable and activate regional sales teams through ongoing commercial coaching, office hours, and deal strategy sessions
Lead quarterly business reviews and account planning with a sharp focus on AI pipeline growth and forecast accuracy
Build and leverage a professional network in the market to generate pipeline and uncover new AI revenue opportunities
Champion adoption of SAP's premium AI portfolio, ensuring sales teams can confidently position and close Business AI solutions