About this role
ABOUT THE ROLE
As Enterprise Sales Manager, Digital Natives, you will build and lead a team of Account Directors serving OpenAI's enterprise Digital Native customers: scaled technology companies, AI-native businesses, product-led platforms, and digitally native enterprises adopting AI across core products, operations, and customer experiences.
This is an enterprise leadership role in a segment that moves quickly but buys, deploys, and governs AI at scale. You will coach senior sellers through complex technical and executive sales cycles, deepen founder and C-suite relationships, and build durable account strategies across API/platform, ChatGPT Enterprise, Codex, and emerging AI use cases.
You will help define the GTM strategy, operating model, and customer playbook for enterprise Digital Natives where product velocity, usage expansion, technical credibility, security posture, procurement rigor, and executive alignment all matter.
KEY RESPONSIBILITIES
- Recruit, develop, and lead a high-performing team of Account Directors responsible for strategic enterprise Digital Native accounts, large revenue opportunities, consumption growth, and multi-product expansion.
- Set the GTM strategy for enterprise Digital Natives, including segmentation, account prioritization, territory design, executive engagement, expansion coverage, and usage growth.
- Coach sellers through complex, multi-threaded cycles involving founders, CEOs, CTOs, CPOs, CIOs, engineering leaders, product leaders, security, legal, procurement, finance, and business executives.
- Drive disciplined pipeline generation, forecast accuracy, deal inspection, consumption planning, expansion planning, and executive alignment across high-value accounts.
- Build an operating cadence for account planning, deal reviews, technical discovery, mutual action plans, customer adoption reviews, and structured 1:1s that raise team performance.
- Partner with Solutions Architecture, FDE, Technical Success, Product, Legal, Security, Finance, and Support to land and expand enterprise-grade AI deployments.
- Translate enterprise Digital Native customer needs into product and commercial feedback across APIs, ChatGPT Enterprise, Codex, governance, trust and safety, security, pricing, packaging, and deployment patterns.
- Help customers move from experimentation to production AI adoption across product experiences, developer workflows, customer support, employee productivity, workflow automation, and AI-native business models.
- Build a culture of accountability, customer empathy, low-ego collaboration, and operating rigor while preserving the speed and curiosity that make the Digital Natives motion effective.
WHAT WE'RE LOOKING FOR
- A senior enterprise sales leader who has built and scaled teams serving strategic Digital Native, technology, SaaS, cloud, developer-platform, or AI-native customers.
- A technical GTM thinker who can connect customer strategy to OpenAI's platform, ChatGP