OpenAI· Sales· San Francisco
Sales Manager, Large Enterprise
Comp$302K – $350K
Classified Tasks (24)
Automate 0%Augment 79%Human-Only 21%
Augment (19)
AI assists, human decides
Lead regular deal reviews to evaluate opportunities and inform coaching.
leadership
Define and refine the go-to-market (GTM) strategy for the core enterprise (5–20K employee) segment.
leadership
Design territory assignments for the core enterprise segment.
operational
Prioritize accounts and create account coverage models.
analytical
Balance new customer acquisition efforts with expansion initiatives across existing accounts.
operational
Drive disciplined pipeline management and forecasting practices.
operational
Set clear expectations on activity, coverage, and deal quality for the sales team.
leadership
Coach reps through complex and technical deals.
leadership
Translate AI and API capabilities into clear business value for senior stakeholders.
communication
Navigate enterprise considerations including security, compliance, and data governance during sales cycles.
technical
Partner with Marketing to drive pipeline generation.
communication
Collaborate with Product to inform roadmap decisions based on customer and market feedback.
communication
Coordinate with Finance on forecasting, capacity planning, and revenue alignment.
operational
Work with Technical Success to ensure strong customer onboarding and long-term outcomes.
operational
Identify high-impact customer use cases to drive adoption.
analytical
Drive initial product adoption within core enterprise customers.
operational
Define the GTM playbook for operating in the 5–20K employee segment.
leadership
Develop and implement plans to scale the core enterprise GTM motion globally.
leadership
Shape processes and playbooks for acquiring, growing, and retaining core enterprise customers.
operational
Human-Only (5)
Requires human judgment
Build, develop, and lead a high-performing team of Enterprise Account Directors to land and expand core enterprise customers.
leadership
Establish a strong coaching culture by conducting structured 1:1s with account directors.
leadership
Engage in-field with reps and customers to support sales efforts and close deals.
communication
Hold the team accountable for building and closing complex, multi-stakeholder opportunities.
leadership
Expand relationships into durable, multi-product engagements.
leadership
Job description
Sales Manager, Large Enterprise | OpenAI Careers ## Sales Manager, Large Enterprise Sales - San Francisco Apply now(opens in a new window) **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. We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicab