Strategic Account Executive – AI

GitLab

. Drive strategic growth by leading GitLab's enterprise accounts across San Francisco, with a dedicated focus on AI-native companies .

Posted 10/23/2026full-timeRemote • California • United StatesMid-LevelSenior💰 $124,000 - $186,600 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in driving complex B2B software sales cycles, particularly in DevSecOps and AI-native environments, while building trusted relationships with C-level stakeholders. Proficient in designing strategic account plans and executing multi-stakeholder sales motions to achieve business growth.

Highest-signal resume keywords

B2B Software SalesDevSecOps SolutionsAI/ML Company LandscapeStrategic Account PlanningSalesforce Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Complex Sales CyclesDevSecOps PracticesOpportunity MappingForecastingWin/Loss Analysis

Soft Skills

Effective CommunicationInterpersonal SkillsStakeholder InfluenceCalm Under Pressure

Tools & Technologies

GitLabSalesforce

Industry Keywords

Enterprise AccountsAI-Native CompaniesSaaS SolutionsSan Francisco MarketCustomer Success

About the role

Key responsibilities & impact

Drive strategic growth by leading GitLab's enterprise accounts across San Francisco, with a dedicated focus on AI-native companies
Serve as a trusted technology advisor to industry leaders in the territory
Orchestrate sales strategies with Solutions Architects, Customer Success, Sales Development, Channel & Alliances, and technical specialists
Deliver AI-powered DevSecOps solutions tailored to AI-native engineering organizations
Align GitLab's platform with customers' long-term vision, compliance needs, business objectives, infrastructure, security, and governance challenges
Build strategic partnerships by understanding customers' industry landscape, success metrics, and growth trajectories
Design and execute strategic account plans, including opportunity mapping, stakeholder alignment, and multi-threaded engagement
Expand GitLab usage within new and existing strategic 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 on AI company buying behavior
Prepare and deliver customer-facing and internal presentations, proposals, and recommendations
Consistently forecast and report on deal progress and account health

Requirements

What you’ll need

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, United States
Ability to build trusted C-level and senior stakeholder relationships across business and technical teams
Familiarity with the AI/ML company landscape, including model providers, AI infrastructure vendors, and applied AI startups
Ability to speak credibly to engineering and technical leadership about DevSecOps practices in AI-driven development
Knowledge of San Francisco's enterprise and AI market, including key industries, buying centers, and decision-making dynamics
Ability to drive 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
Effective communication and interpersonal skills
Ability to lead account strategy, influence internal and external stakeholders, and remain calm under pressure
Ability to work in line with GitLab's values
Ability to use GitLab and Salesforce in daily work
Ability to travel as needed while following company travel policies

Benefits

Comp & perks

Benefits to support your 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 incentive pay targeted at up to 100% of offered base salary