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OpenAI's Go To Market team is seeking an experienced Sales Manager to lead the Startups segment. This is a leadership role responsible for driving sales strategy, building and managing a team of technical sales professionals, and enabling startup customers to successfully deploy OpenAI's AI models and APIs.
You will own the end-to-end startup sales strategy, from customer acquisition through account management and executive relationship ownership. The role requires deep technical understanding of AI technologies combined with proven sales leadership experience. You'll work cross-functionally with product, marketing, developer relations, and solutions teams to create valuable customer programs and drive successful deployments.
Key responsibilities include: leading and mentoring a sales team toward business objectives; partnering with solutions architects on complex customer programs; managing consumption revenue forecasts; developing startup-focused programs and strategic initiatives; serving as a voice for startup customer needs in product roadmap discussions; monitoring competitive and industry landscape; supporting recruitment and team development; and contributing to company culture.
The ideal candidate brings 8+ years of sales team leadership experience, deep familiarity with the startup ecosystem (as founder, early employee, or startup-focused seller), and proven success selling platform-as-a-service or SaaS products in product-led growth environments. You should excel at designing complex deal strategies, supporting high-growth startups, leading high-visibility customer events, and synthesizing market intelligence.
You are customer-centric, passionate about AI and its potential to benefit humanity, a builder excited by scaling systems and processes, energized by novel challenges requiring multidimensional problem-solving, and a strategist who thinks in terms of years and brings stakeholders along your vision. The role is based in San Francisco with a hybrid model (3 days in office per week) and relocation assistance available.
