Sales Manager, Digital Natives

About the Role

OpenAI is building a dedicated Digital Natives vertical focused on high-growth technology and internet companies shaping the future of software. As a Sales Manager, 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.

This is a foundational leadership role. You will define how we win in this segment — establishing the operating cadence, deal strategy, and vertical GTM playbook for engaging sophisticated, technically fluent buyers building AI into their core products.

You will operate as a hands-on front-line leader: 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

• Recruit and develop a high-performing team of Account Directors.

• Establish a coaching culture centered on rigorous deal reviews, structured 1:1s, and clear performance standards.

• Raise the talent bar continuously through thoughtful hiring, development, and accountability.

• Architect and refine the GTM strategy for high-growth tech and internet companies.

• Shape territory design, account prioritization, and coverage models aligned to OpenAI’s evolving enterprise segmentation.

• Codify repeatable sales motions in a fast-changing AI landscape.

• Implement disciplined pipeline and forecast management practices with high data integrity.

• Set clear expectations around opportunity qualification, multi-threading, and deal quality.

• Balance new logo acquisition with strategic expansion and platform adoption.

• Coach teams through multi-product, multi-stakeholder opportunities involving APIs, platform integrations, and AI-enabled product innovation.

• Partner closely with security, legal, and compliance teams to navigate complex enterprise environments.

• Help customers translate AI capabilities into product differentiation, revenue acceleration, and operational leverage.

• Collaborate with Marketing to shape vertical messaging and demand generation strategy.

• Provide structured, prioritized feedback to Product on feature gaps, packaging, pricing, and competitive dynamics.

• Work with Finance on commercial structures that balance growth, margin, and risk.

• Align closely with Technical Success and post-sales teams to ensure strong implementation outcomes and durable expansion paths.
  

What Great Looks Like

• Builds from zero to one: establishes structure without bureaucracy.

• Develops senior sellers into strategic operators, not just quota carriers.

• Operates with forecast accuracy and commercial discipline.

• Wins complex, high-visibility deals in competitive markets.

• Elevates cross-functional standards through clarity, rigor, and low ego leadership.

What We’re Looking For

• 15+ years in enterprise sales or GTM leadership, including significant front-line management experience.

• Proven success leading enterprise motions in high-growth, technical markets.

• Experience building or scaling verticalized sales teams.

• Track record closing and expanding complex, multi-million dollar enterprise opportunities.

• Strong background in data-driven sales management and operational rigor.

• Technical fluency (APIs, platform architecture, AI/ML concepts) with the ability to engage CTOs, Heads of Product, and senior engineering leaders.

• Experience operating in non-standard or emerging GTM environments.

• Demonstrated ability to hire, coach, and retain top enterprise talent.