Strategic Account Executive - AI, San Francisco

GitLab

16h • $124,000 - $186,600 • Remote

About The Position

As a Strategic Account Executive for the San Francisco region, you will drive GitLab’s enterprise growth by helping influential organizations—especially leading AI companies—adopt, implement, and expand their use of GitLab’s AI-powered DevSecOps platform. You will manage enterprise accounts, with particular emphasis on foundation model labs, AI infrastructure providers, and rapidly scaling applied AI companies. The role involves guiding customers through complex digital and DevSecOps transformations, generating pipeline that produces measurable Net ARR, and supporting long-term account expansion.

You will connect customer stakeholders with GitLab’s field organization and serve as a trusted partner throughout the sales cycle. In your first year, you will be expected to build an enterprise portfolio across your territory, including a meaningful share of AI-native accounts, establish repeatable sales motions, and consistently forecast and report on deal progress and account health.

The Enterprise Sales team drives growth, adoption, and long-term value for GitLab’s platform with its largest and most strategic customers. This is part of a distributed, all-remote team that works asynchronously across regions and partners with sales engineering, marketing, and customer success. The team emphasizes transparency, collaboration, consultative selling, shared account planning, deal reviews, and knowledge sharing. All GitLab roles are remote, though some may have location-based eligibility requirements. This role is listed for San Francisco, California, with hiring eligibility subject to GitLab’s country and location guidelines.

Requirements

• Experience driving complex B2B software sales cycles with enterprise customers; experience in DevSecOps, software development tools, or adjacent SaaS solutions is described as ideal.
• Background selling to large enterprise accounts in San Francisco, United States, and ability to build trusted relationships with C-level and senior stakeholders across business and technical teams.
• Familiarity with the AI/ML company landscape, including model providers, AI infrastructure vendors, and applied AI startups.
• Ability to discuss credibly with engineering and technical leadership 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, and ability to build and nurture a relevant professional network.
• Ability to acquire new business and expand enterprise accounts through consultative, multi-stakeholder sales motions that build sustainable customer partnerships.
• 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 stakeholders, and remain calm under pressure.
• Ability to work in line with GitLab’s values and use GitLab and Salesforce in daily work.
• Ability to travel as needed while following company travel policies.

Nice To Haves

• Experience in DevSecOps, software development tools, or adjacent SaaS solutions.
• A strong point of view on the AI/ML ecosystem and familiarity with AI-native organizations’ technical buying committees.

Responsibilities

• Lead GitLab’s enterprise accounts across San Francisco, with a dedicated focus on AI-native companies, and serve as a trusted technology advisor.
• Coordinate Solutions Architects, Customer Success, Sales Development, Channel & Alliances, and technical specialists to deliver tailored AI-powered DevSecOps solutions.
• Develop solutions that align GitLab’s platform with customers’ long-term vision, compliance needs, and business objectives, including AI companies’ infrastructure, security, and governance challenges.
• Build strategic customer partnerships by understanding customers’ industries, success metrics, and growth trajectories, including the AI/ML ecosystem.
• Create and execute strategic account plans, including opportunity mapping, stakeholder alignment, and multi-threaded engagement, to expand usage in new and existing accounts.
• Lead customer journeys from discovery through evaluation, negotiation, and implementation.
• Contribute to forecasting and pipeline reviews, conduct win/loss analyses, and share strategic insights to improve go-to-market approaches.
• Prepare and deliver customer-facing and internal presentations, proposals, and recommendations that communicate value, business outcomes, and paths to long-term partnerships.
• Build an enterprise portfolio across the territory, develop repeatable sales motions, and report on deal progress and account health.
• Drive pipeline generation, new business acquisition, and account expansion, and collaborate with channel and strategic partners on co-selling and customer adoption.
• Use GitLab and Salesforce in daily work, travel as needed under company travel policies, and follow GitLab’s values.

Benefits

• Benefits to support health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave
• Sales roles are eligible for incentive pay targeted at up to 100% of the offered base salary

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed