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.*

Requisition ID: 456845 | Work Area: Presales | Expected Travel: 0 - 40% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

Requisition ID: 456845

Posted Date: Jul 15, 2026

Work Area: Presales

Career Status: Professional

Employment Type: Regular Full Time

Expected Travel: 0 - 40%

Location: