Head of GTM Enablement

The GTM Enablement team is building and scaling OpenAI’s global enablement engine and is responsible for building OpenAI’s commercial muscle at scale. As OpenAI’s products, customer base, and partner ecosystem expand at unprecedented speed, this team ensures every customer-facing role is equipped and continuously up-leveled to deliver real business value with frontier AI. This team works shoulder to shoulder with our GTM Leadership team to ensure our sellers are trained to the best of their capability as we ensure OpenAI’s grows through responsible, trust centered selling of AI. We translate frontier model capabilities into repeatable seller motions, clear narratives, and field ready playbooks that accelerate adoption and durable revenue outcomes. About the Role We are seeking a Head of Sales Enablement to build, scale, and lead OpenAI’s revenue enablement strategy and operating playbooks. This is a senior, high-visibility leadership role charged with architecting our end-to-end enablement approach, from onboarding and sales methodology to product readiness, manager excellence, and scalable field execution in order to drive meaningful, durable revenue impact. This is a senior, high-impact leadership role responsible for ensuring OpenAI customer-facing professionals have the tools, training and capability to drive customer impact as our products, customers, and markets evolve. This leader will own the end-to-end enablement playbooks, processes and systems — from onboarding and role readiness to advanced technical and industry certifications, product launches, and continuous field excellence. You will architect the operating system that ensures OpenAI’s GTM teams are not just trained, but consistently among the best-prepared and most credible teams in the world to deploy AI at enterprise and government scale. In this role, you'll: Build and scale a world-class revenue enablement organization from the ground up, spanning seller onboarding, sales enablement, sales methodology/sales excellence, and manager enablement. Develop and own the global seller enablement strategy, including sales, partner/alliances enablement, and international field activation across go-to-market motions. Cultivate deep, trusted relationships with CRO staff and senior Revenue leaders (segment, region, and functional) to align enablement priorities to business goals; represent enablement at key leadership forums and field moments (e.g., QBRs, SKOs). Drive end-to-end field readiness for launches and strategic initiatives, from message and positioning to competitive readiness, talk tracks, objection handling, and deal coaching frameworks that show up in execution. Partner closely with Product and Marketing teams to shape go-to-market readiness, ensuring sellers can confidently articulate differentiation, value, and safe/responsible use aligned with our mission. Develop compelling narratives, training experiences, and executive-facing content that educate the global Revenue organization on the future of AI-driven customer outcomes and how to sell it. Build scalable systems, processes, playbooks, and measurement frameworks to ensure predictable revenue performance, including role-based certifications, onboarding journeys, and KPI instrumentation Recruit, develop, and lead a high-performing team of enablement leaders, setting a high bar for craft, clarity, velocity, and impact. We're seeking someone with experience including: Have 15+ years of senior sales enablement / revenue enablement leadership experience, including building and running high-impact enablement functions at scaled, high-growth technology companies. Have a track record of partnering directly with C-suite and executive stakeholders to drive measurable improvements in productivity, pipeline performance, and forecasting outcomes. Are deeply connected across the enablement ecosystem, methodology, coaching, learning design, sales ops/revops, and the tools that power modern selling. Bring strong executive presence, exceptional communication skills, and comfort influencing across global teams and senior leadership. Have previously built or led enablement at a high-growth company where products evolve quickly and the GTM motion must scale without losing quality. Can translate ambiguous, first-of-its-kind AI capabilities into clear, repeatable value propositions and selling motions that work in the real world. Operate with high horsepower, strategic clarity, strong judgment, and the ability to ruthlessly prioritize in a fast-changing environment. Care deeply about enabling selling motions that advance the safe, human-centered deployment of AI. 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