Enterprise Sales Manager, Energy

Job description

About the Role As a Sales Manager, Energy, you will build and lead a team of Account Directors focused on strategic growth across utilities, oil and gas, renewables, power generation, and energy services. The team will partner with complex organizations modernizing operations, improving reliability, accelerating the energy transition, and adopting enterprise AI responsibly at scale. You’ll help the team navigate regulated enterprise sales cycles, deepen relationships with business, technology, operations, engineering, security, and risk leaders, and drive adoption of OpenAI’s platform across safety-conscious, asset-intensive organizations. Key Responsibilities - Recruit, develop, and lead a high-performing team of Energy Account Directors. - Create a strong coaching culture through deal reviews, account strategy sessions, ride-alongs, and structured 1:1s. - Define the Energy GTM strategy, including subsector segmentation, account prioritization, partner strategy, executive engagement, and territory planning. - Drive disciplined pipeline generation, forecast accuracy, and operational rigor. - Guide multi-stakeholder opportunities involving operations, engineering, digital, data, security, legal, risk, procurement, and executive leadership. - Help customers translate AI and API capabilities into measurable outcomes across asset and field operations, grid and generation planning, engineering knowledge, customer service, commercial workflows, and enterprise productivity. - Partner with Product, Solutions Architecture, Technical Success, Legal, Security, Finance, and policy experts to support responsible deployment. - Provide structured feedback on customer requirements, integration blockers, reliability and governance needs, and emerging industry trends. What We’re Looking For - 15+ years of enterprise sales, GTM, or sales leadership experience. - Proven experience building and scaling enterprise sales teams responsible for complex strategic accounts and large revenue targets. - Deep understanding of the Energy sector and how large organizations evaluate and adopt emerging platforms. - Experience leading consultative platform sales involving executive, operational, engineering, digital, security, risk, and procurement stakeholders. - Strong operating rigor across forecasting, pipeline health, territory planning, and performance management. - Executive presence and a low-ego, culture-first leadership style. Non-Negotiables - Proven leadership of enterprise sales teams focused on large strategic Energy accounts. - Strong understanding of regulated, asset-intensive operating environments and sophisticated buying processes. - Track record building new GTM motions and scaling beyond early adoption. - Technical fluency across APIs, data platforms, cloud architecture, AI/ML concepts, and Energy integration patterns. - Demonstrated ability to coach senior sellers through complex, multi-threaded opportunities. - Low-ego, highly collaborative leadership style. Strong Preferences - Experience selling platform, cloud, data, infrastructure, or consumption-based solutions into Energy customers. - Experience influencing product roadmap, pricing, packaging, partner motions, or enterprise commercial structures. - Experience with utilities, oil and gas, renewables, power generation, or energy services undergoing digital and operational transformation. - Public-company operating experience with rigorous forecasting and accountability. Nice to Have - Exposure to AI, industrial software, infrastructure technology, or other emerging categories. - Experience across both high-growth technology companies and scaled Energy or industrial organizations. - Familiarity with asset reliability, field productivity, grid modernization, engineering knowledge, customer operations, decarbonization, and AI governance. 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-policy-statement.pdf. Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. 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