GTM Cyber Security Leader

Responsibilities

• Build and lead OpenAI’s cybersecurity GTM organization, including specialist sales motions, executive engagement strategies, and technical customer coverage models
• Lead and develop senior leaders and frontline managers across the cyber business, raising the bar on execution, talent, and operational rigor
• Establish a high-accountability operating model with strong inspection cadences, pipeline reviews, forecasting discipline, and talent development mechanisms that scale through multiple layers of leadership
• Own the cybersecurity GTM strategy, including segmentation, account prioritization, coverage design, partner strategy, and investment allocation
• Define how OpenAI engages CISOs, security executives, and technical decision-makers, building credibility and trust in highly complex enterprise environments
• Help shape OpenAI’s cybersecurity narrative and thought leadership strategy, partnering closely with marketing, field, and executive teams to elevate OpenAI’s presence within the security community
• Drive execution on complex enterprise opportunities involving security, compliance, governance, procurement, legal, and executive stakeholders
• Bring deep pattern recognition in cybersecurity sales motions, helping teams navigate technical evaluations, implementation concerns, governance requirements, and competitive dynamics
• Partner closely with Product, Security, Research, and Solutions teams to influence roadmap priorities, packaging, and customer-facing strategy based on market feedback
• Build repeatable motions for how OpenAI supports customers securing AI adoption, managing model risk, and operationalizing AI responsibly within enterprise environments
• Develop strong partnerships with technical and ecosystem stakeholders, including strategic security partners, systems integrators, and advisory firms
• Establish clear collaboration models across pre-sales, post-sales, product, and customer success teams to ensure customers successfully move from evaluation to production deployment
• Help create scalable commercial frameworks and engagement models that align customer needs, platform adoption, and OpenAI’s long-term growth objectives

Requirements

• 15–20 years of experience leading enterprise sales or go-to-market organizations, with significant experience in senior leadership roles at scale
• Deep expertise in cybersecurity, including experience selling into or partnering closely with security organizations and executive security buyers
• Demonstrated success building and scaling complex enterprise cybersecurity businesses, ideally across cloud, platform, infrastructure, or AI-driven technology environments
• Strong credibility with CISOs and executive security leaders, with a clear point of view on how AI will impact enterprise security organizations and workflows
• Exceptional operating rigor, including business planning, forecasting, performance management, and data-driven decision-making
• Strong leadership capabilities with experience managing through multiple layers of leadership and developing senior leaders
• Experience leading highly technical and consultative enterprise sales motions involving long sales cycles and multi-stakeholder buying processes
• Low-ego, high-standards leader who can influence cross-functionally and build trust quickly with executives, customers, and internal teams
• Comfort operating in ambiguity while helping build structure, clarity, and repeatable execution in a fast-moving environment

Nice-to-Haves

• Experience in AI, cloud, infrastructure, platform, or highly technical enterprise software environments
• Experience partnering closely with Product, Security, Engineering, or Research teams to shape roadmap and market strategy
• Experience building specialist or overlay sales organizations in emerging technology categories
• Familiarity with enterprise AI governance, model risk management, or security implications of AI adoption
• Experience with platform and consumption-based sales models
• Experience operating in both high-growth and large-scale enterprise environments
• Prior experience as a CISO, security practitioner, or highly technical cybersecurity leader