Sales Manager, Enterprise (5-20k)

OpenAI•San Francisco, CA

15d

About The Position

The Core Enterprise team focuses on building and scaling OpenAI’s presence across mid-to-large enterprise customers (5,000–20,000 employees). This segment represents a critical growth engine—large enough to support complex, high-value deployments, while still early in their AI adoption journey. We partner closely with customers to identify high-impact use cases, drive initial adoption, and expand into durable, multi-product relationships. As we scale, we are defining the repeatable playbook for how OpenAI wins in the core enterprise segment. As an Enterprise Sales Manager, you will build and lead a team of Account Directors focused on landing and expanding core enterprise customers. This is a hands-on, front-line leadership role. You will coach reps through complex opportunities, drive disciplined pipeline and forecasting practices, and define the GTM playbook for how we operate in the 5–20K segment. This role is foundational in shaping how we acquire, grow, and retain core enterprise customers—and how we scale this motion globally.

Requirements

Have 15+ years of experience in enterprise sales or GTM leadership, including leading teams at scale
Have a proven track record of driving revenue growth within mid-to-large enterprise segments
Have experience building and scaling GTM motions in emerging or non-standard environments
Are a strong operator, comfortable with forecasting, capacity planning, and data-driven execution
Bring a low-ego, high-accountability leadership style and consistently build trust across teams
Thrive in ambiguity and fast-moving, high-growth environments
Have technical fluency (APIs, platforms, AI/ML concepts) and can engage credibly with senior technical and product stakeholders

Nice To Haves

Ideally have experience in public company environments and/or consumption-based or platform sales models

Responsibilities

Build, develop, and lead a high-performing team of Enterprise Account Directors focused on new business and strategic expansion within core enterprise accounts
Establish a strong coaching culture through structured 1:1s, deal reviews, and in-field engagement
Define and refine the GTM strategy for the core enterprise segment, including territory design, account prioritization, and coverage models
Balance new customer acquisition with expansion across existing accounts
Drive operational rigor across pipeline and forecasting, setting clear expectations on activity, coverage, and deal quality
Hold the team accountable for building and closing complex, multi-stakeholder opportunities
Coach reps through technical and often ambiguous deals, translating AI and API capabilities into clear business value for senior stakeholders
Navigate enterprise considerations including security, compliance, and data governance
Partner closely with Marketing, Product, Finance, and Technical Success to drive pipeline generation, inform roadmap decisions, and ensure strong customer outcomes

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