Apply on Employer Site

OpenAI · 9 hours ago

Enterprise Sales Manager

United States

Full-time

Remote

Director/Executive

15+ years exp

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. The Enterprise Sales Manager will build and lead a team of Account Directors to engage with large enterprise customers, driving AI adoption and shaping the go-to-market strategy for OpenAI's products.

Artificial Intelligence (AI)Generative AIMachine LearningNatural Language ProcessingSaaS

Growth Opportunities

Responsibilities

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

Qualification

Enterprise sales leadershipRevenue growth strategyGo-to-market strategyOperational planningCoachingStakeholder engagementMentoringData-driven executionTeam buildingAdaptability

Required

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

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