Strategic Account Executive, AI - San Francisco

About this role

<div class="content-intro"><p>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.</p> <p>The same principles built into our products are reflected in how our team works: 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. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values&nbsp;and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. <a href="https://www.youtube.com/watch?v=OuZIb5zszQI">Co-create the future with us</a> as we build technology that transforms how the world develops software.</p> <p>*<em>Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.</em></p></div><h3><strong>Location- San Francisco, California&nbsp;</strong></h3> <h3><strong>An overview of this role</strong></h3> <p>As a Strategic Account Executive for the San Francisco region, you'll drive GitLab's enterprise growth by helping some of the area's most influential organizations, including 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, with particular emphasis on foundation model labs, AI infrastructure providers, and applied AI companies scaling rapidly in the region, guiding customers through complex digital and DevSecOps transformations and driving pipeline generation that translates into measurable Net ARR and long-term expansion. In this role, you'll act as a key connector between customer stakeholders and GitLab's field organization so GitLab is seen as a trusted, long-term partner across the full sales cycle. In your first year, you'll be expected to build a strong enterprise portfolio across your territory, including a meaningful share of AI-native accounts, create repeatable sales motions, and consistently forecast and report on deal progress and account health.</p> <h3><strong>What you'll do</strong></h3> <ul> <li class="font-claude-response-body whitespace-normal break-words pl-2">Drive strategic growth by leading GitLab's enterprise accounts across San Francisco, with a dedicated focus on AI-native companies, serving as a trusted technology advisor to industry leaders in your territory.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Orchestrate winning sales strategies by bringing together Solutions Architects, Customer Success experts, Sales Development, Channel &amp; Alliances, and other technical specialists to deliver transformative, AI-powered DevSecOps solutions tailored to the unique velocity and scale demands of AI-native engineering organizations.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Shape the future of software development by crafting innovative solutions that align GitLab's platform with customers' long-term vision, compliance needs, and business objectives, including the specific infrastructure, security, and governance challenges AI companies face as they scale model development and deployment.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Build deep, strategic partnerships by mastering your customers' industry landscape, success metrics, and growth trajectories, including a strong point of view on the AI/ML ecosystem, so you can position GitLab as their indispensable technology ally.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Design and execute strategic account plans, including opportunity mapping, stakeholder alignment, and multi-threaded engagement, to expand GitLab usage within new and existing strategic accounts, with particular attention to fast-growing AI companies and their evolving technical buying committees.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Lead end-to-end customer journeys from initial discovery through evaluation, negotiation, and successful implementation, ensuring a consistent, high-quality experience at every stage of the sales cycle.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Champion continuous improvement by contributing to forecasting and pipeline reviews, conducting sophisticated win/loss analyses, and sharing strategic insights, including emerging trends in AI company buying behavior, that refine our go-to-market approach.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Prepare and deliver compelling customer-facing and internal presentations, proposals, and recommendations that clearly communicate value, business outcomes, and the path to long-term partnership with GitLab.</li> <li>&nbsp;</li> </ul> <h3><strong>What you'll bring</strong></h3> <ul> <li class="font-claude-response-body whitespace-normal break-words pl-2">Experience driving complex B2B software sales cycles with enterprise customers, ideally in DevSecOps, software development tools, or adjacent SaaS solutions.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Background selling into large, enterprise accounts in San Francisco, United States, with the ability to build trusted C-level and senior stakeholder relationships across business