Enterprise Sales Manager, Professional and Business Services

About the Role As Enterprise Sales Manager, Professional and Business Services, you will build and lead a team of Account Directors focused on driving strategic growth across the world’s leading professional and business services organizations.

This team will partner with consulting, legal, accounting, and other business services firms as they use AI to transform how knowledge work is delivered, deepen client impact, and improve productivity at scale. You’ll be a hands-on front-line leader responsible for helping your team navigate complex enterprise sales cycles, deepen executive relationships, and drive adoption of OpenAI’s platform across large, global organizations.

This foundational role will help define the GTM strategy and industry playbook for Professional and Business Services, shaping how firms embed AI into client delivery, internal operations, and new service offerings. Key Responsibilities Recruit, develop, and lead a team of Enterprise Account Directors focused on new business and strategic expansion in the east enterprise segment.

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 enterprise 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 executives, partnering through security, compliance, and data considerations. Partner with Marketing to shape the enterprise 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. What We’re Looking For 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 strongly preferred.

Skills/experience Non-negotiables: Low-ego, culture-first leader with proven ability to develop talent and foster collaborative, high-performance teams. Track record leading enterprise sales in non-standard GTM environments, developing new motions rather than following an established playbook.

Technical fluency (APIs, platform architecture, AI/ML concepts) and ability to engage with senior technical and product leaders. Experience running verticalized enterprise sales orgs and selling into multiple industries. Strong Preferences: Public company experience with rigorous targets and accountability.

Background influencing product, pricing, and packaging decisions. Experience with consumption-based and platform sales models. Coachables/Nice to Have: Prior exposure to AI or advanced software platforms. Experience with both high-growth VC-backed companies and mature enterprise environments.

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.

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