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Salary: USD 124,000 - 186,600 / annual
GitLab is seeking a Strategic Account Executive to drive enterprise growth in the San Francisco region, with a concentrated focus on AI-native companies. You will manage complex B2B software sales cycles, helping leading organizations adopt and expand their use of GitLab's AI-powered DevSecOps platform.
In this role, you will:
- Lead enterprise account strategy across San Francisco, with dedicated focus on foundation model labs, AI infrastructure providers, and applied AI companies scaling rapidly in the region
- Orchestrate winning sales strategies by coordinating Solutions Architects, Customer Success experts, Sales Development, Channel & Alliances, and technical specialists to deliver tailored DevSecOps solutions
- Build deep, strategic partnerships by mastering customers' industry landscape, success metrics, and growth trajectories, positioning GitLab as an indispensable technology ally
- Design and execute strategic account plans including opportunity mapping, stakeholder alignment, and multi-threaded engagement to expand GitLab usage within new and existing accounts
- Lead end-to-end customer journeys from discovery through evaluation, negotiation, and successful implementation
- Champion continuous improvement by contributing to forecasting and pipeline reviews, conducting win/loss analyses, and sharing strategic insights on AI company buying behavior
- Prepare and deliver compelling customer-facing and internal presentations, proposals, and recommendations that communicate value and business outcomes
- Act as a key connector between customer stakeholders and GitLab's field organization, ensuring GitLab is seen as a trusted, long-term partner
You will be part of a distributed, all-remote Enterprise Sales team that works asynchronously across regions and partners closely with sales engineering, marketing, and customer success teams. In your first year, you'll 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.
REQUIREMENTS:
- 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, with 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, with 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, with ability to build and nurture a relevant professional network
- Ability to drive new business acquisition and expansion within enterprise accounts through consultative, multi-stakeholder sales motions that lead to sustainable, long-term customer partnerships
- Experience collaborating with channel and strategic partners to generate pipeline, co-sell, and support successful customer adoption
- Effective communication and interpersonal skills, with ability to lead account strategy, influence internal and external stakeholders, and remain calm under pressure
- Ability to work in line with GitLab's values, use GitLab and Salesforce in daily work, and travel as needed
