Digital Native Enterprise Sales Leader

OpenAI; San Francisco (CA); Hybrid; USD 216,000 - 252,000; Full time

Benefits offered by this job

Relocation assistance

Hybrid work model

Job summary

OpenAI is seeking a Sales Manager to recruit, develop, and lead a team of senior Account Directors responsible for OpenAI’s largest Digital Native customers. You will define how we win in this segment—establishing cadence, deal strategy, and a vertical GTM playbook for engaging technically fluent buyers.

You will operate as a hands-on front-line leader: deeply involved in complex opportunities and shaping how OpenAI scales enterprise revenue.

Qualifications

• 15+ years in enterprise sales or GTM leadership with frontline management.
• Proven success leading enterprise motions in high-growth, technical markets.
• Experience building or scaling verticalized sales teams.
• Track record closing and expanding complex, multi-million dollar opportunities.
• Strong data-driven sales management and operational discipline.
• Fluent with APIs, platform architecture, and AI/ML concepts for CTO discussions.
• Experience in non-standard or emerging GTM environments.
• Demonstrated ability to hire, coach, and retain top enterprise talent.
• Comfort with ambiguity and rapid iteration.
• Public company experience with high accountability; consumption-based/platform sales exposure.
• Exposure to AI-native or developer-first sales motions.
• Experience across both VC-backed and scaled enterprise organizations.

Responsibilities

• Recruit and develop a high-performing team of Account Directors.
• Establish a coaching culture with rigorous deal reviews and clear performance standards.
• Raise talent bar through thoughtful hiring, development, and accountability.
• Architect and refine the GTM strategy for high-growth tech and internet companies.
• Shape territory design, account prioritization, and coverage models.
• Codify repeatable sales motions in a fast-changing AI landscape.
• Implement disciplined pipeline and forecast management with high data integrity.
• Set expectations around qualification, multi-threading, and deal quality.
• Balance new logos with strategic expansion and platform adoption.
• Coach teams through multi-product, multi-stakeholder opportunities (APIs, platform integrations).
• Collaborate with security, legal, and compliance teams for enterprise deployments.
• Translate AI capabilities into product differentiation and revenue acceleration.
• Partner with Marketing to shape vertical messaging and demand generation.
• Provide structured feedback to Product on features, packaging, and pricing.
• Work with Finance on growth, margin, and risk.

Skills

Enterprise sales leadership

Front-line management

Vertical sales teams

Data-driven sales management

APIs & AI/ML concepts

CTO engagement

Public company experience

Consumption-based/platform sales

Digital Native sales motions

Hiring, coaching, retention

Job description

OpenAI is seeking a Sales Manager to recruit, develop, and lead a team of senior Account Directors responsible for OpenAI’s largest Digital Native customers. You will define how we win in this segment—establishing cadence, deal strategy, and a vertical GTM playbook for engaging technically fluent buyers.

You will operate as a hands-on front-line leader: deeply involved in complex opportunities and shaping how OpenAI scales enterprise revenue.