About this role
About the team
OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals into one lab together to accomplish this.
In pursuit of this mission, our Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their business. The team is made of Sales, Solutions, Support, Marketing, and Partnership professionals that work together to create valuable solutions that will help bring AI to as many users as possible.
ABOUT THE ROLE
OpenAI is building a dedicated Digital Natives vertical focused on high-growth technology and internet companies shaping the future of software. As a Sales Manager, you will recruit, develop, and lead a team of senior Account Directors responsible for landing and expanding OpenAI’s largest and most strategic Digital Native customers.
You will define how we win in this segment — establishing the operating cadence, deal strategy, and vertical GTM playbook for engaging sophisticated, technically fluent buyers building AI into their core products.
You will operate as a hands-on front-line leader: deeply involved in complex opportunities, elevating sales discipline, and shaping how OpenAI scales enterprise revenue in the most dynamic segment of the market.
This role is based in San Francisco, CA. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.
KEY RESPONSIBILITIES
- Recruit and develop a high-performing team of Account Directors.
- Establish a coaching culture centered on rigorous deal reviews, structured 1:1s, and clear performance standards.
- Raise the talent bar continuously 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 aligned to OpenAI’s evolving enterprise segmentation.
- Codify repeatable sales motions in a fast-changing AI landscape.
- Implement disciplined pipeline and forecast management practices with high data integrity.
- Set clear expectations around opportunity qualification, multi-threading, and deal quality.
- Balance new logo acquisition with strategic expansion and platform adoption.
- Coach teams through multi-product, multi-stakeholder opportunities involving APIs, platform integrations, and AI-enabled product innovation.
- Partner closely with security, legal, and compliance teams to navigate complex enterprise environments.
- Help customers translate AI capabilities into product differentiation, revenue acceleration, and operational leverage.
- Collaborate with Marketing to shape vertical messaging and demand generation strategy.
- Provide structured, prioritized feedback to Product on feature gaps, packaging, pricing, and co