OpenAI's Go To Market team helps customers understand, adopt, and deploy AI, bringing together Sales, Solutions, Support, Marketing, and Partnerships. The education work spans higher education, country-level partnerships, and K–12 teachers. The role leads education partnerships and sales, shapes GTM strategy, and scales the team for its next stage of growth. The role leads technical, consultative Account Directors who own the customer journey from territory strategy and pipeline creation through use case identification, evaluation, procurement, deployment, adoption, consumption, value realization, and expansion. Seats and meaningful capability building and adoption are the primary goals, alongside disciplined management of the team's commercial responsibilities.
Responsibilities
Define and execute a global education GTM strategy across higher education, country-level partnerships, and K–12 teachers, making clear choices about segments, markets, and resource allocation; Lead, coach, and develop Account Directors and regional management, building the hiring plan and management capacity needed to scale; Stay hands-on with major opportunities, helping the team navigate executive alignment, decentralized stakeholders, technical evaluation, governance, procurement, and deployment; Develop trusted relationships with institutional leaders, education systems, country-level stakeholders, and partners; Build repeatable sales and partnership approaches that expand seats and support sustained adoption and value realization; Establish territory planning, pipeline reviews, forecasting, and account management that connect adoption goals with subscription and consumption responsibilities; Partner with Product, technical teams, Marketing, Strategy and Operations, and other functions to shape credible customer plans and inform product priorities; Help institutions build faculty and educator AI capabilities, connecting access with practical use and learning; Guide the team through product change and ambiguity, distinguishing available capabilities from dependencies that require validation
Requirements
Track record of leading and developing sales teams, including hiring, coaching, performance management, and building repeatable operating practices; Strong strategic judgment: the ability to make explicit tradeoffs, prioritize opportunities, and translate a long-term vision into frontline execution; Experience leading complex enterprise technology sales or partnerships involving executive, technical, operational, and procurement stakeholders; Strong product sense and technical curiosity, with the ability to learn evolving AI capabilities and partner effectively with technical experts; Evidence of building in ambiguous, rapidly changing environments with limited resources, incomplete processes, or products still evolving; A customer-centered approach that extends through deployment, adoption, usage, and expansion; Clear communication and cross-functional influence across senior leaders, specialists, and frontline teams; A mission-driven interest in expanding access to AI and helping educators and institutions build durable capability
Nice to have
Education experience is welcome but not required; International experience is helpful but not required; Strong learning agility, product sense, scrappiness, and mission alignment
Stany Zjednoczone · San Francisco
