AI GTM Lead

SAP•Stanford, CA

6d•$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. SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best. SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world. SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: [email protected]. For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training. Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

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