The posting
About the Role
As Enterprise Sales Manager, Healthcare, you will build and lead a team of Account Directors focused on driving strategic growth across leading healthcare organizations, including health systems, payers, and healthcare technology companies. Your team will help customers translate advances in AI into meaningful improvements in workforce productivity, administrative efficiency, patient and member experiences, and organizational performance.
You’ll be a hands-on front-line leader responsible for coaching your team through complex enterprise sales cycles, building executive relationships, and driving adoption of OpenAI’s platform. Success requires understanding how healthcare organizations evaluate new technology, establish trust, and move from experimentation to scaled deployment.
This role will help define OpenAI’s healthcare GTM strategy, operating model, and industry playbook. You will guide your team in identifying high-value opportunities, building credible business cases, and partnering across clinical, operational, technical, and executive stakeholders to support responsible AI adoption.
In this role, you will:
- Recruit, develop, and lead a high-performing team of Healthcare Account Directors focused on strategic enterprise accounts across North America.
- Create a strong coaching culture through frequent deal reviews, account strategy sessions, customer meetings, and structured 1:1s that elevate seller performance.
- Define and refine the healthcare GTM strategy, including account segmentation, prioritization, executive engagement, and territory planning.
- Drive disciplined pipeline generation, accurate forecasting, and consistent execution across complex enterprise opportunities.
- Coach teams through consultative sales cycles involving IT, clinical leadership, operations, digital transformation, security, privacy, compliance, procurement, legal, and executive stakeholders.
- Help customers connect AI capabilities to measurable outcomes across administrative workflows, workforce productivity, knowledge access, contact center operations, and patient and member engagement.
- Guide teams in building business cases that reflect healthcare economics, implementation requirements, organizational readiness, and customer priorities.
- Help customers navigate the path from pilots to broader adoption, with clear success criteria, executive sponsorship, and plans for deployment and change management.
- Partner closely with Product, Solutions Architecture, Technical Success, Legal, Security, and Finance to address customer requirements and support successful deployments.
- Bring structured feedback to Product and leadership on healthcare-specific needs, integration requirements, adoption barriers, competitive dynamics, and emerging opportunities.
- Partner with Marketing on healthcare industry events, executive engagement programs, and campaigns that generate qualified pipeline and strengthen strategic relationships.
- Establish a culture of accountability, customer focus, and operational excellence while maintaining a low-ego, highly collaborative environment.
You might thrive in this role if you have:
- 15+ years of enterprise sales, GTM, or sales leadership experience, including significant experience leading teams selling into large healthcare organizations.
- Proven track record building and scaling enterprise sales teams responsible for complex strategic accounts and substantial revenue targets.
- Deep understanding of the healthcare ecosystem, including the distinct priorities, buying processes, and operating models of providers, payers, and healthcare technology companies.
- Experience leading consultative, multi-product, or platform-based sales motions involving executive sponsors, technical buyers, and clinical or operational stakeholders.
- Demonstrated ability to help customers evaluate technology investments through measurable business value, implementation feasibility, and long-term adoption.
- Strong operational rigor across forecasting, pipeline management, territory planning, and performance management.
- Ability to operate effectively in a fast-moving, ambiguous environment while helping teams maintain focus and execution discipline.
- Strong executive presence and the ability to engage credibly with CIOs, CTOs, chief digital and AI officers, clinical executives, and senior operational and business leaders.
- A low-ego leadership style with a demonstrated commitment to developing talent, building trust, and creating high-performing teams.
- Public company experience strongly preferred.
Must Have Experience
- Proven experience leading enterprise sales teams serving large, complex healthcare accounts.
- Strong understanding of healthcare buying processes, including the role of clinical, technical, operational, privacy, security, and compliance stakeholders.
- Track record developing new GTM motions and converting early customer adoption into repeatable, scalable growth.
- Technical fluency sufficient to discuss APIs, enterprise AI platforms, data integration, and deployment considerations with technical buyers and internal partners.
- Demonstrated ability to coach senior enterprise sellers through complex opportunities with multiple decision-makers, extended evaluation cycles, and significant organizational dependencies.
- Ability to position AI use cases with clear value, appropriate scope, and an understanding of customer requirements for privacy, security, governance, and human oversight.
- Highly collaborative leadership style with a strong focus on accountability, culture, and talent development.
Strong Preferences
- Experience selling enterprise software, cloud, data, AI, or consumption-based platforms into healthcare.
- Experience navigating enterprise-wide agreements and expanding relationships across business units, facilities, or affiliated organizations.
- Familiarity with healthcare data environments, EHR ecosystems, interoperability requirements, and the practical challenges of integrating new technology into established workflows.
- Experience partnering with customers on AI governance, technology evaluation, deployment planning, and organizational change.
- Experience influencing product roadmaps, pricing, packaging, or enterprise commercial structures based on industry needs.
- Public company operating experience with rigorous forecasting and performance accountability.
Nice to Have
- Direct experience with generative AI adoption in healthcare.
- Experience across both high-growth technology companies and scaled enterprise organizations.
- Established relationships with senior healthcare technology, clinical, or operational leaders.
- Experience helping healthcare customers scale successful pilots across an enterprise and demonstrate sustained adoption and measurable value.
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. In addition, job duties require access to secure and protected information technology systems and related data security obligations.
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