# Strategic Pursuits Lead

**Company:** [OpenAI](https://hotfix.jobs/companies/openai)
**Location:** San Francisco, CA, Seattle, WA
**Role:** Business Development
**Salary:** $302k – $352k/yr
**Experience:** 10+ years
**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
**Posted:** 2026-09-09

> 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.

## Job Description

## 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.

## Similar jobs

- [Corporate Development, Deal Lead](https://hotfix.jobs/jobs/0df483c7-0e1a-4290-828a-a7c86c95f200) - OpenAI - San Francisco, CA - $333k – $370k/yr
- [Strategic Deals Lead, Compute Infrastructure](https://hotfix.jobs/jobs/8ca29747-0a62-4b61-90e8-e7624c2f21cb) - Anthropic - San Francisco, CA - $265k – $325k/yr
- [Strategic Deals Lead, Compute Partnerships](https://hotfix.jobs/jobs/c028b38e-0b81-4fa4-9a68-c414122a830e) - Anthropic - San Francisco, CA - $265k – $325k/yr
- [Strategic Partner Development, Data & Product Partnerships – Beneficial Deployments](https://hotfix.jobs/jobs/9e1be114-1fde-493f-bca4-b1a09692c615) - Anthropic - San Francisco, CA - $240k – $300k/yr
- [Economic Development Lead](https://hotfix.jobs/jobs/50361519-81a9-47dd-ba19-f77004a2914c) - OpenAI - San Francisco, CA - $230k – $355k/yr

**Apply:** https://hotfix.jobs/jobs/8816a934-fcec-4bc7-9ddf-163f5e13f979
**Canonical:** https://hotfix.jobs/jobs/8816a934-fcec-4bc7-9ddf-163f5e13f979