Sales Manager, Enterprise Digital Natives

Key Responsibilities

• Recruit, develop, and lead a high-performing team of Account Directors responsible for strategic enterprise Digital Native accounts, large revenue opportunities, consumption growth, and multi-product expansion.
• Set the GTM strategy for enterprise Digital Natives, including segmentation, account prioritization, territory design, executive engagement, expansion coverage, and usage growth.
• Coach sellers through complex, multi-threaded cycles involving founders, CEOs, CTOs, CPOs, CIOs, engineering leaders, product leaders, security, legal, procurement, finance, and business executives.
• Drive disciplined pipeline generation, forecast accuracy, deal inspection, consumption planning, expansion planning, and executive alignment across high-value accounts.
• Build an operating cadence for account planning, deal reviews, technical discovery, mutual action plans, customer adoption reviews, and structured 1:1s that raise team performance.
• Partner with Solutions Architecture, FDE, Technical Success, Product, Legal, Security, Finance, and Support to land and expand enterprise-grade AI deployments.
• Translate enterprise Digital Native customer needs into product and commercial feedback across APIs, ChatGPT Enterprise, Codex, governance, trust and safety, security, pricing, packaging, and deployment patterns.
• Help customers move from experimentation to production AI adoption across product experiences, developer workflows, customer support, employee productivity, workflow automation, and AI-native business models.
• Build a culture of accountability, customer empathy, low-ego collaboration, and operating rigor while preserving the speed and curiosity that make the Digital Natives motion effective.

Requirements

• 15+ years of enterprise sales, GTM, or sales leadership experience, including leadership of teams selling to strategic Digital Native or technology accounts.
• Experience with complex enterprise buying motions involving technical, security, legal, procurement, finance, and executive stakeholders.
• Working fluency in APIs, platform technologies, ChatGPT Enterprise, AI/ML concepts, governance, enterprise architecture, and consumption-based commercial models.
• Demonstrated operating discipline across forecasting, pipeline quality, account prioritization, inspection, and performance management.

Preferred

• Experience selling platform, cloud, infrastructure, developer, data, AI, workflow, or consumption-based solutions.
• Experience with scaled digital enterprises or late-stage technology companies moving from pilots to production AI adoption.
• Public company or other high-accountability operating experience.

Nice to Have

• Exposure to marketplaces, fintech, consumer internet, modern SaaS, data/ML platforms, or AI-native applications.
• Experience helping a high-growth segment mature into enterprise-grade account strategy, governance, procurement, and expansion.