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OpenAI is seeking a Sales Manager to lead a dedicated Digital Natives vertical focused on high-growth technology and internet companies. You will recruit, develop, and lead a team of senior Account Directors responsible for landing and expanding OpenAI's largest and most strategic Digital Native customers.
You will define the go-to-market strategy for this segment—establishing operating cadence, deal strategy, and vertical GTM playbook for engaging sophisticated, technically fluent buyers building AI into their core products. Operating as a hands-on front-line leader, you will be deeply involved in complex opportunities, elevating sales discipline, and shaping how OpenAI scales enterprise revenue in the most dynamic segment of the market.
Key responsibilities include recruiting and developing high-performing Account Directors; establishing a coaching culture centered on rigorous deal reviews and clear performance standards; architecting GTM strategy for high-growth tech companies; designing territories and account prioritization; codifying repeatable sales motions in the fast-changing AI landscape; implementing disciplined pipeline and forecast management; coaching teams through multi-product, multi-stakeholder opportunities; partnering with security, legal, and compliance teams; collaborating with Marketing on vertical messaging; providing structured feedback to Product on feature gaps and pricing; and aligning with Technical Success teams on implementation and expansion.
You should have 15+ years in enterprise sales or GTM leadership with significant front-line management experience. Proven success leading enterprise motions in high-growth, technical markets is essential. You need a track record building or scaling verticalized sales teams and closing complex, multi-million dollar enterprise opportunities. Strong data-driven sales management and operational rigor are required. Technical fluency with APIs, platform architecture, and AI/ML concepts is critical to engage CTOs and senior engineering leaders. Experience in consumption-based or platform sales models, AI-native or developer-first sales motions, and direct experience selling to Digital Native tech companies is highly valued. Comfort with ambiguity, rapid iteration, and public company accountability standards is expected.
