Opportunity at
GitLabStrategic Account Executive - AI, San Francisco
GitLab is seeking a Strategic Account Executive to drive enterprise growth and platform adoption in the San Francisco region, with a dedicated focus on AI-native companies.…
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About This Role
GitLab is seeking a Strategic Account Executive to drive enterprise growth and platform adoption in the San Francisco region, with a dedicated focus on AI-native companies. The employer provides an intelligent orchestration platform for DevSecOps that helps organizations improve operational efficiency, boost developer productivity, and minimize security and compliance risks. More than 50 percent of Fortune 100 companies and over 50 million registered users utilize GitLab to deliver secure software…
Job Description
GitLab is seeking a Strategic Account Executive to drive enterprise growth and platform adoption in the San Francisco region, with a dedicated focus on AI-native companies. The employer provides an intelligent orchestration platform for DevSecOps that helps organizations improve operational efficiency, boost developer productivity, and minimize security and compliance risks. More than 50 percent of Fortune 100 companies and over 50 million registered users utilize GitLab to deliver secure software rapidly. All team members are expected to integrate artificial intelligence into their daily workflows as a productivity multiplier.
In this position, the successful candidate will manage enterprise accounts and build a strong portfolio focusing on foundation model labs, applied AI companies, and AI infrastructure providers. Responsibilities include guiding customers through complex digital transformations, directing end-to-end sales cycles, and coordinating with technical specialists like Solutions Architects and Customer Success experts to deliver tailored DevSecOps solutions. The role involves designing account plans, performing pipeline reviews, and negotiating multi-stakeholder deals to foster long-term customer partnerships.
Applicants should possess a background in managing complex B2B software sales cycles for enterprise customers, familiarity with the AI and machine learning landscape, and experience selling into large San Francisco accounts. Candidates must be comfortable using GitLab and Salesforce daily and prepared to travel in accordance with company guidelines. Eligible full-time employees receive a base salary range between USD 124,000 and 186,600 per year, alongside incentive pay targeted up to 100 percent of the base salary, equity compensation, flexible paid time off, parental leave, and professional development funds.
Responsibilities
- Manage enterprise accounts across San Francisco with an emphasis on AI-native companies and industry leaders.
- Orchestrate sales strategies by collaborating with Solutions Architects, Customer Success experts, Sales Development, and Channel and Alliances teams.
- Develop tailored, AI-powered DevSecOps solutions addressing customer velocity, compliance, and infrastructure challenges.
- Design and execute strategic account plans involving opportunity mapping, stakeholder alignment, and multi-threaded engagement.
- Lead complete customer journeys from discovery through evaluation, negotiation, and implementation.
- Contribute to forecasting, pipeline reviews, and win/loss analyses to refine go-to-market strategies.
- Deliver presentations and proposals that articulate business value and long-term partnership opportunities.
Requirements
- Experience driving complex B2B software sales cycles with enterprise customers in DevSecOps, development tools, or SaaS solutions.
- Background in selling into large enterprise accounts located in San Francisco.
- Ability to build C-level and senior stakeholder relationships across business and technical teams.
- Familiarity with the AI and machine learning industry landscape including model providers, infrastructure vendors, and startups.
- Proficiency in utilizing GitLab and Salesforce in daily work workflows.
- Willingness to travel as needed following company travel policies.
Qualifications
- Knowledge of San Francisco enterprise and AI markets, key industries, and decision-making dynamics.
Core Skills
Benefits
- Flexible paid time off
- Team Member Resource Groups
- Equity compensation and Employee Stock Purchase Plan
- Growth and Development Fund
- Parental leave
- Incentive pay targeted at up to 100% of the offered base salary
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
What is the salary range for the Strategic Account Executive role?
The base salary ranges from USD 124,000 to 186,600 per year for residents of the United States. Additionally, sales roles are eligible for incentive pay targeted at up to 100% of the offered base salary.
Where is this job located?
This position is focused on the San Francisco, California region and involves working with local enterprise accounts and AI-native companies.
What employment type is this position?
This is a full-time position.
What specific experience is required for applicants?
Applicants need experience driving complex B2B software sales cycles with enterprise customers in DevSecOps, software development tools, or SaaS solutions, alongside a background in selling into large enterprise accounts in San Francisco.
Sample Interview Questions
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