Strategic Account Executive - AI

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.

We embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact.

Role Overview

As a Strategic Account Executive for the San Francisco region, you'll drive GitLab's enterprise growth by helping influential organizations—with a concentrated focus on leading AI companies—adopt, implement, and expand their use of our AI-powered DevSecOps platform.

You'll focus on enterprise accounts, including foundation model labs, AI infrastructure providers, and applied AI companies scaling rapidly in the region. In your first year, you'll build a strong enterprise portfolio across your territory, create repeatable sales motions, and consistently forecast and report on deal progress and account health.

Key Responsibilities

• Drive Strategic Growth: Lead GitLab's enterprise accounts across San Francisco, serving as a trusted technology advisor with a dedicated focus on AI-native companies.
• Orchestrate Sales Strategies: Bring together Solutions Architects, Customer Success, Sales Development, and Channel & Alliances to deliver AI-powered DevSecOps solutions tailored to scaling engineering teams.
• Align Platform Capabilities: Align GitLab's platform with customers' long-term vision, compliance needs, and business objectives, addressing AI infrastructure, security, and governance challenges.
• Build Strategic Partnerships: Master your customers' industry landscape and position GitLab as an indispensable technology ally in the AI/ML ecosystem.
• Execute Account Plans: Design and execute strategic account plans, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across technical buying committees.
• Lead Customer Journeys: Manage end-to-end sales cycles from initial discovery through evaluation, negotiation, and successful implementation.
• Optimize Go-To-Market: Contribute to forecasting, pipeline reviews, win/loss analyses, and share strategic insights on emerging trends in AI company buying behavior.
• Deliver Value Presentations: Prepare and deliver compelling presentations and proposals communicating value, business outcomes, and long-term partnership path.

What You'll Bring

• Proven experience driving complex enterprise B2B software sales cycles in DevSecOps, software development tools, or adjacent SaaS solutions.
• Track record of 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 landscape (model providers, AI infrastructure vendors, applied AI startups) and the ability to speak credibly to technical leadership.
• Knowledge of San Francisco's enterprise and AI market dynamics, key industries, and buying centers.
• Demonstrated success in driving new business acquisition and expansion through consultative, multi-stakeholder sales motions.
• Experience collaborating with channel and strategic partners to generate pipeline, co-sell, and support customer adoption.
• Excellent communication, account strategy, and presentation skills.
• Alignment with GitLab's core values, proficiency with Salesforce and GitLab tools, and willingness to travel as needed.

About the Team

The Enterprise Sales team is responsible for driving growth, adoption, and long-term value for GitLab's AI-powered DevSecOps platform. You'll be part of a distributed, all-remote team that works asynchronously across regions and partners closely with sales engineering, marketing, and customer success teams.

Compensation & Benefits

• Base Salary Range: $124,000 — $186,600 USD (Eligible for incentive pay targeted at up to 100% of the offered base salary)
• Benefits & Perks:
  • Health, dental, and vision insurance
  • Flexible Paid Time Off (PTO)
  • Equity Compensation & Employee Stock Purchase Plan (ESPP)
  • Growth and Development Fund
  • Paid Parental Leave
  • Team Member Resource Groups