Enterprise Sales Manager

1w1 week ago

OpenAI

San Francisco, US · Full-time · $302,000 – $335,000

About this role

OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. The Go-To-Market (GTM) team helps organizations understand, adopt, and scale AI products like ChatGPT Enterprise, developer platform, and APIs. The Enterprise Sales organization partners with the world’s largest companies to build AI-powered customer experiences and transform operations.

As an Enterprise Sales Manager, you will build and lead a team of Account Directors focused on landing and growing largest enterprise customers. You’ll serve as a hands-on front-line leader, coaching reps through complex opportunities and driving disciplined pipeline and forecasting practices. This role shapes the GTM playbook for engaging the enterprise market.

The team is expanding industry focus across Healthcare & Life Sciences, Retail, and other strategic sectors. It builds repeatable best practices for how enterprises adopt AI at scale. You’ll work closely with Marketing, Product, Finance, Technical Success, and post-sales teams.

This foundational leadership role defines how leading organizations adopt AI and scales this motion across Enterprise. Thrive in a dynamic, startup-like environment inside a global company amid rapid change and ambiguity. Partner to translate AI capabilities into business value for executives.

Requirements

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

Responsibilities

Recruit, develop, and lead a team of Enterprise Account Directors focused on new business and strategic expansion
Create a strong coaching culture with frequent deal reviews, ride-alongs, and structured 1:1s
Define and refine enterprise GTM strategy aligned to territory and account coverage model
Drive territory design, account prioritization, and coverage approaches balancing acquisition and expansion
Establish clear operating rhythms for pipeline and forecast management with expectations on activity and deal quality
Hold the team accountable for building and closing high-quality, multi-stakeholder opportunities
Guide reps through complex, technical enterprise sales opportunities
Partner with Marketing, Product, Finance, and post-sales teams on strategy, feedback, and handoffs