Sales Manager, East
About the team
OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. Our Go-To-Market (GTM) team helps organizations understand, adopt, and scale our AI products across their business—from ChatGPT Enterprise to our developer platform and APIs.
The Enterprise Sales organization partners with the world’s largest companies to build new AI-powered customer experiences, transform operations, and reimagine how work gets done. We are expanding our industry focus across Healthcare & Life Sciences, Retail, and other strategic industries, and building repeatable best practices for how enterprises adopt AI at scale.
About the role
As an Enterprise Sales Manager, you will build and lead a team of Account Directors focused on landing and growing our largest enterprise customers.
You’ll be a hands-on front-line leader: coaching reps through complex opportunities, driving disciplined pipeline and forecasting practices, and shaping the GTM playbook for how OpenAI engages the enterprise market. This foundational leadership role will help define how leading organizations adopt AI and how we scale this motion across Enterprise.
In this role, you will:
Recruit, develop, and lead a team of Enterprise Account Directors focused on new business and strategic expansion across Enterprise.
Create a strong coaching culture with frequent deal reviews, ride-alongs, and structured 1:1s that elevate performance.
Define and refine enterprise GTM strategy, aligned to our evolving territory and account coverage model.
Drive territory design, account prioritization, and coverage approaches that balance new customer acquisition with strategic expansion.
Establish clear operating rhythms for pipeline and forecast management, with explicit expectations on activity, coverage, and deal quality.
Hold the team accountable for building and closing high-quality, multi-stakeholder, multi-product opportunities that materially impact revenue.
Guide reps through complex, technical, and often unstructured enterprise sales opportunities.
Help translate AI and API capabilities into clear business value for executive stakeholders, including navigating security, compliance, and data considerations.
Partner with Marketing to shape enterprise messaging, campaigns, and events that generate qualified pipeline—and provide clear, data-driven feedback on what is and isn’t working.
Provide structured, prioritized feedback to Product on customer use cases, feature gaps, and deal blockers to inform roadmap, packaging, and pricing decisions.
Partner with Finance on deal structures, commercial terms, and approvals that balance customer needs with OpenAI’s revenue, margin, and risk objectives.
Work closely with Technical Success and post-sales teams to co-design solutions, align on implementation expectations, and ensure smooth handoffs that set customers up for long-term success.
What we’re looking for
15+ years of experience in enterprise sales, success, or GTM leadership, with significant time leading at scale.
Proven track record of driving revenue growth in enterprise segments ($100M+ businesses).
Experience leading verticalized or segment-based sales motions and building go-to-market plays from scratch.
Strong operational orientation: comfortable with capacity planning, pipeline rigor, forecasting, and data-driven execution.
Low-ego, culture-first leader who builds trust across teams and inspires followership.
Comfortable with ambiguity and rapid change; thrives in a dynamic, startup-like environment inside a global company.
Public company experience is strongly preferred.
You might thrive in this role if you:
Bring an existing network of senior enterprise executives and can convene the right stakeholders around new AI initiatives.
Are a coach-first leader—energized by being in deals with your team, giving direct feedback, and watching reps level up.
Have helped build or refine GTM motions and are excited to codify operating rhythms, playbooks, and best practices from a relatively early starting point.
Are comfortable with technical depth—you’re not an engineer, but you quickly understand AI, data, and API concepts and can guide your team to do the same.
Are energized by big goals and ambiguity—large revenue targets, fast hiring, evolving products, and a rapidly changing market feel like an opportunity, not a deterrent.
About OpenAI
OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.
We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic.
For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement.
Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.
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