Sales Manager, Large Enterprise
OpenAI · San Francisco, CA
- On site
- Full-time
- $350,000 / year
- San Francisco, CA
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Subject: Interested in the Sales Manager, Large Enterprise role at OpenAI
Hi Sam — I came across the Sales Manager, Large Enterprise opening and wanted to reach out directly. I've spent the last few years doing exactly this kind of work, and OpenAI stood out because…
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Job highlights
- Lead enterprise account directors for AI sales.
- Build and scale sales strategies for large companies.
- Coach team through complex, technical deals.
- Drive pipeline, forecasting, and operational rigor.
- Shape global AI adoption in enterprise.
About the role
About The Team
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.
About The Role
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.
In This Role, You Will
- 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
You Might Thrive In This Role If You
- 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
- Ideally have experience in public company environments and/or consumption-based or platform sales models
About OpenAI
OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.
Key skills/competency
- Enterprise Sales Leadership
- Team Building & Management
- Go-to-Market Strategy
- Pipeline Management & Forecasting
- Complex Deal Navigation
- AI/ML Business Value Translation
- Security & Compliance Expertise
- Cross-functional Collaboration
- High-Growth Environment Acumen
- Technical Fluency (APIs, Platforms)
Skills & topics
- Enterprise Sales Manager
- AI Sales
- Sales Leadership
- Go-to-Market Strategy
- Enterprise Software Sales
- B2B Sales
- Account Management
- Technology Sales
- AI/ML
- SaaS Sales
How to get hired
- Tailor your resume: Highlight enterprise sales leadership, AI/ML technical fluency, and experience with complex deals and GTM strategy.
- Showcase leadership: Emphasize your track record in building and scaling sales teams, coaching reps, and driving revenue growth in large enterprise segments.
- Demonstrate operational skills: Provide examples of your expertise in pipeline management, forecasting, capacity planning, and data-driven execution.
- Address technical aspects: Clearly state your understanding of APIs, platforms, and AI/ML concepts, and your ability to translate these into business value.
- Prepare for interviews: Be ready to discuss your approach to leading in ambiguous, fast-moving environments and your experience navigating enterprise considerations like security and compliance.
Technical preparation
Behavioral questions
Frequently asked questions
- What is the salary range for the Enterprise Sales Manager role at OpenAI?
- The Enterprise Sales Manager role at OpenAI has a compensation range of $302,000 to $350,000 annually. This range reflects the seniority and responsibilities associated with leading large enterprise sales efforts.
- What kind of experience is required for the Enterprise Sales Manager position at OpenAI?
- The Enterprise Sales Manager position requires at least 15 years of experience in enterprise sales or GTM leadership, with a proven track record of leading teams and driving revenue growth in mid-to-large enterprise segments. Experience in emerging environments and technical fluency in AI/ML concepts are also highly valued.
- What will be the main responsibilities of an Enterprise Sales Manager at OpenAI?
- As an Enterprise Sales Manager, your primary responsibilities will include building and leading a team of Account Directors, defining and refining the Go-to-Market strategy for the core enterprise segment, coaching reps through complex deals, and driving operational rigor in pipeline and forecasting.
- How does OpenAI approach AI sales to large enterprise customers?
- OpenAI's Core Enterprise team focuses on mid-to-large enterprises (5,000-20,000 employees), partnering closely to identify high-impact AI use cases, drive adoption, and build multi-product relationships. The sales process involves translating AI and API capabilities into clear business value and navigating enterprise-specific considerations.
- What is OpenAI's company culture like, especially for leadership roles?
- OpenAI fosters a culture of low-ego, high-accountability leadership. They value building trust across teams and thrive in ambiguous, fast-moving, high-growth environments. Collaboration with various departments like Marketing, Product, and Finance is key.
- Is technical fluency important for the Enterprise Sales Manager role at OpenAI?
- Yes, technical fluency in APIs, platforms, and AI/ML concepts is important. The role requires the ability to engage credibly with senior technical and product stakeholders and translate AI capabilities into clear business value for enterprise clients.
- What type of sales models does OpenAI typically engage with in the enterprise space?
- Ideally, candidates will have experience in public company environments and/or consumption-based or platform sales models. This indicates a focus on scalable, value-driven sales approaches.