Sales Programs Lead

About the Team

At OpenAI, we’re building AI systems that expand human capability and transform how work gets done. Our Go-To-Market (GTM) organization brings these capabilities to customers—driving adoption, usage, and long-term value.

We’re hiring our first Sales Programs Lead to define and build this function from the ground up. This role sits within GTM Strategy and is responsible for identifying where we can most effectively accelerate growth—and turning those insights into scalable programs that drive pipeline, improve conversion, and increase sales productivity.

This is a high-leverage role operating across strategy and execution. You’ll work directly with GTM leadership to diagnose business performance, prioritize opportunities, and build the systems that enable the organization to scale.

About the Role

• You will operate at the center of the GTM organization, partnering closely with Sales, Marketing, Product, and Operations to identify gaps across pipeline generation, deal progression, and seller effectiveness.

• As the first hire in Sales Programs, you will define the function: what we invest in, how we prioritize, and how we measure impact. You’ll translate ambiguous business problems into structured programs, and ensure those programs are executed and scaled effectively.

What You’ll Do

• Identify and prioritize high-impact growth opportunities across pipeline, conversion, and sales productivity.

• Partner with GTM leadership to define priorities and translate business goals into program strategy.

• Design and scale programs that drive pipeline generation, accelerate deal cycles, and improve win rates.

• Translate ambiguous, strategic priorities into structured, executable, and repeatable initiatives.

• Own program success end-to-end, including defining metrics, tracking performance, and driving accountability.

• Lead cross-functional execution across Sales, Marketing, Product, Enablement, and Operations.

• Align senior stakeholders on priorities, timelines, and outcomes while navigating ambiguity and tradeoffs.

• Build and evolve the operating system for sales programs, including frameworks, processes, and feedback loops.

• Influence GTM strategy through data-driven insights, program performance, and field feedback.

What We’re Looking For

• 8–12+ years of experience in GTM strategy, business operations, sales programs, or management consulting.

• Strong analytical skills and experience using data to inform strategy and execution.

• Track record of building and scaling cross-functional initiatives with measurable business impact.

• Experience working closely with sales teams and understanding complex GTM motions.

• Ability to operate in ambiguous, fast-moving environments and drive outcomes.

• Clear, structured communicator with experience influencing senior stakeholders.

Preferred Qualifications

• Experience in high-growth SaaS, AI, or platform companies.

• Familiarity with enterprise and product-led GTM models.

• Experience building new functions or operating models from scratch.

• Comfort working with CRM data and GTM systems.

Why This Role Matters

• This role will define how Sales Programs operate at OpenAI. The systems and programs you build will directly shape how we generate pipeline, convert opportunities, and scale our GTM organization.

• You’ll be responsible for turning strategy into execution—and building the foundation for how we grow.

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. 

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.

For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement.

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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