Sales Program Lead

OpenAI • San Francisco, CA

12d

About The Position

At OpenAI, we’re building AI systems that expand human capability and transform how work gets done. Our Go-To-Market (GTM) organization brings these capabilities to customers—driving adoption, usage, and long-term value.
We’re hiring our first Sales Programs Lead to define and build this function from the ground up. This role sits within GTM Strategy and is responsible for identifying where we can most effectively accelerate growth—and turning those insights into scalable programs that drive pipeline, improve conversion, and increase sales productivity.
This is a high-leverage role operating across strategy and execution. You’ll work directly with GTM leadership to diagnose business performance, prioritize opportunities, and build the systems that enable the organization to scale.
You will operate at the center of the GTM organization, partnering closely with Sales, Marketing, Product, and Operations to identify gaps across pipeline generation, deal progression, and seller effectiveness.
As the first hire in Sales Programs, you will define the function: what we invest in, how we prioritize, and how we measure impact. You’ll translate ambiguous business problems into structured programs, and ensure those programs are executed and scaled effectively.

Requirements

• 8–12+ years of experience in GTM strategy, business operations, sales programs, or management consulting.
• Strong analytical skills and experience using data to inform strategy and execution.
• Track record of building and scaling cross-functional initiatives with measurable business impact.
• Experience working closely with sales teams and understanding complex GTM motions.
• Ability to operate in ambiguous, fast-moving environments and drive outcomes.
• Clear, structured communicator with experience influencing senior stakeholders.

Nice To Haves

• Experience in high-growth SaaS, AI, or platform companies.
• Familiarity with enterprise and product-led GTM models.
• Experience building new functions or operating models from scratch.
• Comfort working with CRM data and GTM systems.

Responsibilities

• Identify and prioritize high-impact growth opportunities across pipeline, conversion, and sales productivity.
• Partner with GTM leadership to define priorities and translate business goals into program strategy.
• Design and scale programs that drive pipeline generation, accelerate deal cycles, and improve win rates.
• Translate ambiguous, strategic priorities into structured, executable, and repeatable initiatives.
• Own program success end-to-end, including defining metrics, tracking performance, and driving accountability.
• Lead cross-functional execution across Sales, Marketing, Product, Enablement, and Operations.
• Align senior stakeholders on priorities, timelines, and outcomes while navigating ambiguity and tradeoffs.
• Build and evolve the operating system for sales programs, including frameworks, processes, and feedback loops.
• Influence GTM strategy through data-driven insights, program performance, and field feedback.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed