Enterprise Sales Manager

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.

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.

• 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‑along sessions, 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.

• 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.

• 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…