Sales Manager, Startups

The posting, as OpenAI wrote it

About the team

OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world’s 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 category-defining AI applications. The Startup Go To Market team’s 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 OpenAI’s 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 fast-changing 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 cross-functionally 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, you'll

• 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

We're 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 wi

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Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.

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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.