Sales Manager, Large Enterprise

Location San Francisco Employment Type Full time Department Go To Market Compensation

$302K – $335K

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits. 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. More details about our benefits are available to candidates during the hiring process. This role is at-will and OpenAI reserves the right to modify base pay and other compensation components at any time based on individual performance, team or company results, or market conditions. 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 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. We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this link. #J-18808-Ljbffr Centaur Labs