GTM Cyber Security Leader

OpenAI•San Francisco, CA

13d•$385,000 - $405,000

About The Position

As Head of Cyber Security GTM, you will serve as a second-line sales leader responsible for building and scaling OpenAI’s cybersecurity business. You will define how OpenAI engages CISOs, security organizations, and technical buyers across the enterprise landscape, while leading senior sales leaders and specialist teams focused on one of the most strategic and rapidly evolving areas of AI adoption. This role will shape OpenAI’s cybersecurity go-to-market strategy, establish executive credibility in the market, and help customers understand how to securely deploy, govern, and operationalize AI across their organizations. You will partner closely with Product, Security, Research, Partnerships, Policy, and Solutions teams to ensure OpenAI can scale durable growth in a highly technical, fast-moving, and trust-sensitive market.

Requirements

15–20 years of experience leading enterprise sales or go-to-market organizations, with significant experience in senior leadership roles at scale.
Deep expertise in cybersecurity, including experience selling into or partnering closely with security organizations and executive security buyers.
Demonstrated success building and scaling complex enterprise cybersecurity businesses, ideally across cloud, platform, infrastructure, or AI-driven technology environments.
Strong credibility with CISOs and executive security leaders, with a clear point of view on how AI will impact enterprise security organizations and workflows.
Exceptional operating rigor, including business planning, forecasting, performance management, and data-driven decision-making.
Strong leadership capabilities with experience managing through multiple layers of leadership and developing senior leaders.
Experience leading highly technical and consultative enterprise sales motions involving long sales cycles and multi-stakeholder buying processes.
A low-ego, high-standards leader who can influence cross-functionally and build trust quickly with executives, customers, and internal teams.
Comfort operating in ambiguity while helping build structure, clarity, and repeatable execution in a fast-moving environment.
Deep expertise in cybersecurity sales, GTM strategy, or technical security organizations.
Proven experience leading enterprise sales or GTM teams through multiple layers of leadership.
Strong executive presence and credibility with CISOs, CIOs, security architects, and technical decision-makers.
Proven ability to build strategy and operating cadence for complex, consultative, and technically sophisticated enterprise sales motions.
Strong talent leadership with a track record of hiring, coaching, and elevating senior leaders and building high-performing organizations.

Nice To Haves

Experience in AI, cloud, infrastructure, platform, or highly technical enterprise software environments.
Experience partnering closely with Product, Security, Engineering, or Research teams to shape roadmap and market strategy.
Experience building specialist or overlay sales organizations in emerging technology categories.
Familiarity with enterprise AI governance, model risk management, or security implications of AI adoption.
Experience with platform and consumption-based sales models.
Direct AI experience is not required if the candidate can quickly build fluency in AI platforms and articulate technical and business value credibly.
Experience operating in both high-growth and large-scale enterprise environments.
Prior experience as a CISO, security practitioner, or highly technical cybersecurity leader is a plus, but not required.

Responsibilities

Build and lead OpenAI’s cybersecurity GTM organization, including specialist sales motions, executive engagement strategies, and technical customer coverage models.
Lead and develop senior leaders and frontline managers across the cyber business, raising the bar on execution, talent, and operational rigor.
Establish a high-accountability operating model with strong inspection cadences, pipeline reviews, forecasting discipline, and talent development mechanisms that scale through multiple layers of leadership.
Own the cybersecurity GTM strategy, including segmentation, account prioritization, coverage design, partner strategy, and investment allocation.
Define how OpenAI engages CISOs, security executives, and technical decision-makers, building credibility and trust in highly complex enterprise environments.
Help shape OpenAI’s cybersecurity narrative and thought leadership strategy, partnering closely with marketing, field, and executive teams to elevate OpenAI’s presence within the security community.
Drive execution on complex enterprise opportunities involving security, compliance, governance, procurement, legal, and executive stakeholders.
Bring deep pattern recognition in cybersecurity sales motions, helping teams navigate technical evaluations, implementation concerns, governance requirements, and competitive dynamics.
Partner closely with Product, Security, Research, and Solutions teams to influence roadmap priorities, packaging, and customer-facing strategy based on market feedback.
Build repeatable motions for how OpenAI supports customers securing AI adoption, managing model risk, and operationalizing AI responsibly within enterprise environments.
Develop strong partnerships with technical and ecosystem stakeholders, including strategic security partners, systems integrators, and advisory firms.
Establish clear collaboration models across pre-sales, post-sales, product, and customer success teams to ensure customers successfully move from evaluation to production deployment.
Help create scalable commercial frameworks and engagement models that align customer needs, platform adoption, and OpenAI’s long-term growth objectives.