Strategic Pursuits Lead
Lead high-ambiguity strategic enterprise pursuits at OpenAI, shaping complex deals across AI products by building business cases, commercial models, and repeatable GTM playbooks while aligning cross-functional teams and executives. Requires 10+ years in complex enterprise GTM, partnerships, or strategic deal execution with strong commercial judgment.
About the job
Responsibilities
- Lead strategic pursuits from early qualification through customer alignment, proposal, commercial structure, and transition into delivery; define the opportunity, build the business case, align resources, and drive toward a decision.
- Build executive-grade customer narratives that translate use cases, technical capabilities, and customer priorities into board-ready value propositions, ROI logic, mutual action plans, and clear deployment paths.
- Architect commercial and engagement models across platform, solutions, services, and strategic partnerships, balancing near-term revenue with durable enterprise adoption.
- Orchestrate internal alignment across Product, FDE, GTM, Legal, Finance, Ops, and leadership; unblock decisions and ensure the right resources are engaged at the right moments.
- Design repeatable pursuit motions by converting first-of-kind deal learnings into playbooks, proposal templates, FAQs, operating models, and field enablement.
- Bring customer and market signal back into OpenAI so strategic pursuits shape roadmap priorities, packaging, pricing, partner strategy, and the enterprise playbook.
Requirements
- 10+ years in strategic partnerships, complex enterprise GTM, platform sales, business development, corporate strategy, or strategic deal execution in high-growth technology.
- Proven ability to lead high-ambiguity, multi-threaded initiatives where customer vision, product strategy, technical delivery, and commercial structure evolve in parallel.
- Strong commercial judgment and experience shaping multi-product, multi-stakeholder, or first-of-kind enterprise deals.
- Exceptional at influencing across executive, technical, commercial, and operational audiences, with the judgment to be both connective tissue and decision driver.
- Systems thinker who can translate frontier capabilities into practical customer strategies, commercial models, operating motions, and deployment paths.
- Deeply aligned with OpenAI's mission to ensure AGI benefits all of humanity, and motivated to turn frontier technology into practical, governed impact at enterprise scale.
Nice-to-Haves
- Experience with AI, frontier technology, or emerging offerings such as agents.
Skills
Enterprise Sales, Strategic Partnerships, Business Development, Go-to-Market Strategy, Commercial Modeling, ROI Analysis, Executive Influence, Cross-Functional Alignment, Playbook Development, Ai Product Strategy
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