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Sales Manager, Digital Natives

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OpenAI

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Location:
United States , San Francisco

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Category:
Sales

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Contract Type:
Not provided

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Salary:

302000.00 - 335000.00 USD / Year
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Job Description:

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.

Job Responsibility:

  • 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

Requirements:

  • 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
  • Comfort with ambiguity and rapid iteration
  • Public company experience with high accountability standards
  • Experience in consumption-based or platform sales models
  • Exposure to AI-native or developer-first sales motions
  • Experience across both high-growth VC-backed environments and scaled enterprise organizations
  • Direct experience selling to Digital Native tech companies
What we offer:
  • Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
  • Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
  • 401(k) retirement plan with employer match
  • Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
  • Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
  • 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
  • Mental health and wellness support
  • Employer-paid basic life and disability coverage
  • Annual learning and development stipend to fuel your professional growth
  • Daily meals in our offices, and meal delivery credits as eligible
  • Relocation support for eligible employees
  • Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided
  • Offers Equity
  • Performance-related bonus(es) for eligible employees

Additional Information:

Job Posted:
March 10, 2026

Employment Type:
Fulltime
Work Type:
On-site work
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