Sales Manager, Life Sciences Job at OpenAI (San Francisco)

Job Description

As Sales Manager, Life Sciences, you will build and lead a team of Account Directors focused on landing and growing our largest Life Sciences customers — global pharmaceutical and biotechnology companies, medical device and diagnostics firms, contract research organizations (CROs), and large research institutions. You’ll be a hands-on front-line leader: coaching reps through complex opportunities, driving disciplined pipeline and forecasting practices, and creating the vertical GTM playbook for how OpenAI engages the Life Sciences market. This foundational leadership role will shape how leading Life Sciences organizations adopt AI and how we scale this motion across Enterprise.

Job Responsibility

Recruit, develop, and lead a team of Enterprise Account Directors focused on new business and strategic expansion in Life Sciences
Create a strong coaching culture with frequent deal reviews, ride-alongs, and structured 1:1s that elevate performance
Define and refine the GTM strategy for Life Sciences accounts, aligned to our evolving territory and account coverage model
Drive territory design, account prioritization, and coverage approaches that balance new customer acquisition with strategic expansion
Establish clear operating rhythms for pipeline and forecast management, with explicit expectations on activity, coverage, and deal quality
Hold the team accountable for building and closing high-quality, multi-stakeholder, multi-product opportunities that materially impact revenue
Guide reps through complex, technical, and often unstructured opportunities in regulated environments
Help translate AI and API capabilities into business value for Life Sciences executives, partnering through regulatory, compliance, and data considerations (e.g., clinical data workflows, GxP/FDA/EMA contexts)
Partner with Marketing to shape the Life Sciences story, campaigns, and events that generate qualified pipeline — and provide clear, data-driven feedback on what is and isn’t working
Provide structured, prioritized feedback to Product on customer use cases, feature gaps, and deal blockers to inform roadmap, packaging, and pricing decisions
Partner with Finance on deal structures, commercial terms, and approvals that balance customer needs with OpenAI’s revenue, margin, and risk objectives
Work closely with Technical Success and post-sales teams to co-design solutions, align on implementation expectations, and ensure smooth handoffs that set customers up for long-term success

Requirements

15+ years of experience in enterprise sales, success, or GTM leadership, with significant time leading at scale
Proven track record of driving revenue growth in enterprise segments ($100M+ businesses)
Experience leading verticalized sales motions and building go-to-market plays from scratch
Strong operational orientation: comfortable with capacity planning, pipeline rigor, forecasting, and data-driven execution
Low-ego, culture-first leader who builds trust across teams and inspires followership
Comfortable with ambiguity and rapid change
thrives in a dynamic, startup-like environment inside a global company
Public company experience is strongly preferred

Nice to have

Have direct Life Sciences experience — selling into pharma, biotech, medtech, diagnostics, CROs, or research institutions with a strong understanding of regulatory, compliance, and data landscapes
Bring an existing network of senior Life Sciences executives and can convene the right stakeholders around new AI initiatives
Are a coach-first leader — energized by being in deals with your team, giving direct feedback, and watching reps level up
Have helped build or refine verticalized GTM motions and are excited to codify operating rhythms, playbooks, and best practices from a relatively early starting point
Are comfortable with technical depth — you’re not an engineer, but you quickly understand AI, data, and API concepts and can guide your team to do the same
Are energized by big goals and ambiguity — large revenue targets, fast hiring, evolving products, and a rapidly changing market feel like an opportunity, not a deterrent

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

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Sales Manager, Life Sciences

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