AI GTM Lead

Job Description

We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

What you'll do:

The AI GTM Lead is a high-impact executor responsible for driving measurable Business AI revenue and consumption outcomes across SAP's enterprise customer base in the West Coast. This role owns the full commercial motion for SAP's Business AI portfolio — from demand creation through pipeline maturation and forecast delivery — while orchestrating cross-functional experts to build compelling, high-value proposals for SAP's premium AI use cases.

Owning Demand, Pipeline & Forecast for Business AI

- Own end-to-end demand generation, pipeline health, and revenue forecast for Business AI within the assigned market unit or territory

- Track, manage, and report pipeline coverage and conversion metrics with rigor, driving accountability across sales teams

- Execute account-level GTM strategies that translate AI market opportunity into qualified pipeline

- Proactively identify and close pipeline gaps through targeted campaigns, executive engagements, and field activation

- Serve as the single point of accountability for Business AI commercial performance within the assigned scope

Designing and Maturing Strategic AI Opportunities

- Lead the design of complex, multi-solution Business AI opportunities from initial discovery through executive business case development

- Qualify and mature strategic deals by mapping customer business priorities to SAP's premium AI portfolio and quantifying value

- Facilitate AI Discovery Workshops and C-level engagements to accelerate deal progression and expand deal scope

- Build and evolve customer AI roadmaps that anchor long-term SAP commitment and create expansion opportunities

- Apply industry reference architecture and business process expertise to shape differentiated, defensible AI solution designs

Orchestrating Experts to Win Premium AI Deals

- Act as the deal quarterback — assembling and directing the right mix of presales, solution management, consulting, and partner experts to build winning proposals for SAP's premium AI use cases

- Drive proposal quality and strategic narrative for marquee accounts, ensuring alignment between customer priorities and SAP's AI value proposition

- Coordinate across SAP's Business AI ecosystem to deliver integrated, high-impact responses to complex customer requirements

- Engage SAP's executive and partner network to accelerate deal closure on strategic AI opportunities

Activating the Field and Building AI Revenue Culture

- Enable and activate regional sales teams through ongoing commercial coaching, office hours, and deal strategy sessions

- Lead quarterly business reviews and account planning with a sharp focus on AI pipeline growth and forecast accuracy

- Build and leverage a professional network in the market to generate pipeline and uncover new AI revenue opportunities

- Champion adoption of SAP's premium AI portfolio, ensuring sales teams can confidently position and close Business AI solutions

What you bring:

- Proven track record of delivering pipeline and revenue targets in enterprise software sales, with direct accountability for forecast

- Strong understanding of AI in a business context — both technical concepts and commercial applications — with experience positioning AI solutions to large enterprises

- Experience orchestrating cross-functional teams (presales, solution management, consulting, partners) to execute complex, high-value deals

- Ability to design and structure strategic AI opportunities from early qualification through close, including executive business case development

- Familiarity with enterprise software sales cycles, CRM pipeline management, and AI commercial models

- Proven leadership in driving urgency and execution across matrixed organizations

- Professional network in the market capable of generating pipeline and influencing customer decisions

- Fluency in English; additional languages are an asset

- Bachelor's degree or equivalent required

Meet your team:

The AI GTM team is SAP's execution engine for Business AI revenue growth. We move fast, hold ourselves accountable to pipeline and forecast outcomes, and bring together the best of SAP's AI expertise to win in the market. We operate as deal architects and field activators — shaping the biggest AI opportunities while enabling the broader sales organization to compete and close with confidence.

We are passionate about translating SAP's AI innovation into tangible customer outcomes and measurable business results. If you thrive in a role where ownership, execution, and impact are the measures of success, this is where you belong.

*Candidates will be required to work 3 days per week in office or client site per SAP's Pledge to Flex policy. Relocation benefits and visa sponsorship are not available for this role.*

Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com.

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted annual combined range for this position is 137300-294000USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 452880 | Work Area: Presales | Expected Travel: 0 - 40% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid