AI GTM Lead- West

About the role

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.

Responsibilities

• 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
• Design 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
• Coverage and activation of 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
• Bring out your best

Requirements

• 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

Qualifications

• Meet Your Team

Skills

• Ownership
• Execution
• Impact

Benefits

• Constant learning
• Skill growth
• Great benefits
• A team that wants you to grow and succeed

Pay

The targeted annual combined range for this position is 137300-294000.

Schedule

Expected Travel: 0 - 40%