Sales Manager, Startups

About the team

OpenAIs mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This longterm undertaking brings the worlds best scientists engineers and business professionals into one lab together to accomplish this.

In pursuit of this mission our Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their business. The team is made of Sales Solutions Support Marketing and Partnership professionals that work together to create valuable solutions that will help bring AI to as many users as possible.

About the role

Startups are creating many of the most disruptive and categorydefining AI applications. The Startup Go To Market teams mission is to help startups harness the power of AI models to drive these advances. You will lead a team that supports startups building effectively with OpenAIs APIs providing access to OpenAI teams and expertise to support their growth.

This role is a mixture of technical understanding vision partnership and strategy.

This leadership role will be responsible for driving and implementing the sales strategy within our startups segment recruiting and leading a team of technical sales professionals and achieving successful deployments with startup customers.

The ideal candidate will possess significant sales leadership experience and a comprehensive understanding of AI technologies. This leader will have the capability to adapt to a complex and fastchanging technology environment. Responsibilities will include customer acquisition account management owning executive relationships and more.

This individual will need to be a proven leader who can effectively collaborate crossfunctionally with product marketing developer relations operations and core GTM teams while guiding and mentoring a sales team towards achieving business objectives.

This role is based in San Francisco CA. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

In this role youll:

• Lead a team of sellers

• Partner with solutions to build and execute complex customer programs and projects

• Manage consumption revenue forecasts

• Contribute to the development of programs and strategic initiatives focused on startup customers

• Serve as an advocate for improving the startup experience building with OpenAI synthesizing product feedback from insights captured from our work with startups

• Closely monitor the industry landscape (people competitors partners etc.) to contribute to product roadmap and other corporate strategies

• Support the recruitment and onboarding of other teammates

• Support the development of company culture

Were seeking someone with experience including:

• 8 years leading Sales teams

• Deep experience working in the startup ecosystem either as a founder early startup employee or by working with startup customers

• Selling platformasaservice and/or softwareasaservice at a productled growth company

• Designing and executing complex deal strategies

• Supporting the growth of fastgrowing highperformance startups

• Leading highvisibility customer events (CAB conferences product launches etc.)

• Gathering distilling and processing complex market (industry competitor customer prospect) intelligence

• Reporting on customer success activities

You might thrive in this role if you:

Are customercentric. You are motivated to deeply understand your customers priorities and help them achieve their vision for using our models to improve their internal productivity and AI strategy. You build strong relationships with executives and professionals across functions and serve as a trusted advisor.

Have a passion for or deep curiosity in artificial intelligence. You embrace the opportunity to help deploy our technology in a way that benefits humanity. Youre excited to educate our customers on AI and how to plan for the future.

Are a builder. You are excited to impact how our company operates and scales. Your passion is building strong systems and processes from the ground up and executing them with precision.

Are excited by new challenges. You dont have the answers to every question up front but the process of solving them invigorates you. Bespoke issues requiring multidimensional knowledge excite you. Youre willing to experiment with new solutions.

Are a strategist. You deeply understand go to market best practices and raise the bar for our organization. You think and plan forward on the order of years and bring internal and external stakeholders along with your strategy.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that generalpurpose 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.

We are an equal opportunity employer and do not discriminate on the basis of race religion national origin gender sexual orientation age veteran status disability or any other legally protected status.

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For US Based Candidates: Pursuant to the San Francisco Fair Chance Ordinance we will consider qualified applicants with arrest and conviction records.

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At OpenAI we believe artificial intelligence has the potential to help people solve immense global challenges and we want the upside of AI to be widely shared. Join us in shaping the future of technology.