Sales Manager, Large Enterprise

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 applicable legally protected characteristic. For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement . Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations. To notify OpenAI that you believe th