Sales
About the Team
OpenAI’s mission is to build safe artificial general intelligence that benefits all of humanity. Our Go To Market team helps customers understand, adopt, and deploy AI, bringing together Sales, Solutions, Support, Marketing, and Partnerships.
Our education work spans higher education, country-level partnerships, and K–12 teachers. We help institutions and students build durable AI capabilities for the future and explore how AI can support teaching, learning, research, and institutional operations.
About the Role
We are seeking a Head of Global Education GTM to lead our education partnerships & sales, shape GTM strategy, and scale the team for its next stage of growth. You will set priorities across markets and customer segments, lead representatives and regional management, and stay close to complex opportunities and senior customer relationships.
This is a strategic, hands-on leadership role at the intersection of partnerships, product, and adoption. You will help the team move customers from experimentation to responsible, sustained use of frontier AI. Seats and meaningful capability building and adoption are the primary goals, alongside disciplined management of the team’s commercial responsibilities.
You will lead 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. Your judgment will help the team connect executive ambition with credible technical and training plans as well as institutional readiness.
You are a strategic thinker who is comfortable speaking with leaders on the future of AI in education, and shaping GTM while technology and capabilities are still being built. Education experience is welcome but not required; we are looking for a strategic technology sales leader with strong learning agility, product sense, scrappiness, and mission alignment. International experience is helpful but not required.
In this role, you will:
- 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.
We’re seeking someone with:
- A 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.
You might thrive in this role if you:
- Are a strategist who makes difficult choices and brings teams along with a clear rationale.
- Are a builder who creates systems and teams while staying willing to do the frontline work.
- Enjoy learning new technology and translating it into practical customer opportunities.
- Can move between an executive conversation, a deal review, and a discussion about deployment readiness.
- Measure progress through meaningful customer use and can balance mission, adoption, and commercial discipline.
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 https://cdn.openai.com/policies/eeo-po