战略探索负责人
Strategic Pursuits Lead
关于团队
OpenAI 的使命是构建安全的人工通用智能（AGI），以造福全人类。实现这一目标需要汇聚世界级的科学家、工程师和商业领袖，将前沿研究转化为实际影响。
在 OpenAI 内部，Go-to-Market 组织帮助客户理解、采用并扩展我们的产品，以推动他们的业务发展。该团队包括销售、解决方案、支持、营销、合作伙伴关系和战略追求的专业人员，他们共同努力，将 AI 的好处带给全球的组织。
关于职位
在 OpenAI，我们正在构建一个以代理为核心的未来，其中 AI 系统能够与人和企业一起推理、行动、交易和创造。随着代理成为工作的主要界面，战略追求团队负责我们最复杂的企业的机遇，并帮助定义客户如何大规模采用 OpenAI 的产品。
我们正在寻找一位战略追求负责人，以塑造并完成在前沿、AI 解决方案、ChatGPT、Codex、API 和新兴产品上的高影响力企业机会。此人将与客户、客户团队、产品、FDE、法律、财务、GTM 和高管合作，将模糊的需求转化为清晰的愿景、商业案例、商业结构、交付路径和可重复的 GTM 动作。
这是一个需要在不确定性中茁壮成长、能够在没有指南的情况下运作，并且在执行追求的同时创建指南的人所适合的职位。合适的人选具备高管气质、商业判断力、产品直觉，以及将混乱的工作变为可执行任务的能力。
此职位可在我们的旧金山或西雅图办公室工作。我们也考虑在美国境内远程办公的申请。我们采用每周 3 天在办公室的混合工作模式，并为新员工提供搬迁协助。
在这个职位上，您将：
- 从早期评估到客户对齐、提案、商业结构，再到交付阶段，领导战略追求；定义机会，建立商业案例，协调资源，并推动决策。
- 构建高级别的客户叙事，将用例、技术能力和客户优先事项转化为董事会级别的价值主张、ROI 逻辑、双方行动计划和明确的部署路径。
- 设计跨平台、解决方案、服务和战略合作伙伴关系的商业和参与模型，平衡短期收入与可持续收益。
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ABOUT THE TEAM
OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. Achieving this requires bringing together world-class scientists, engineers, and business leaders to translate frontier research into real-world impact.
Within OpenAI, the Go-to-Market organization helps customers understand, adopt, and scale our products across their businesses. The team includes Sales, Solutions, Support, Marketing, Partnerships, and Strategic Pursuits professionals who work together to bring the benefits of AI to organizations globally.
ABOUT THE ROLE
At OpenAI, we're building toward an agent-first world where AI systems reason, act, transact, and create alongside people and businesses. As agents become a primary interface for work, the Strategic Pursuits Team leads our most complex enterprise opportunities and helps define how customers adopt OpenAI at scale.
We're seeking a Strategic Pursuits Lead to shape and close high-impact enterprise opportunities across Frontier, AI Solutions, ChatGPT, Codex, API, and emerging offerings. This person partners with customers, account teams, Product, FDE, Legal, Finance, GTM, and executives to turn ambiguous demand into a clear vision, business case, commercial structure, delivery path, and repeatable GTM motion.
This is a builder role for someone who thrives in ambiguity, can operate without a playbook, and is energized by creating the playbook while running the pursuit. The right person brings executive presence, commercial judgment, product intuition, and the ability to make messy work executable.
This role can be based in our San Francisco or Seattle offices. We are also considering applications to work remotely from within the U.S. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.
IN THIS ROLE, YOU WILL:
- 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.
WHAT SUCCESS LOOKS LIKE
- High-priority pursuits become executable deals with clear customer outcomes, executive alignment, commercial logic, resourcing plans, and a path to signature.
- The strategic-pursuit playbook scales: qualification, scoping, proposal narrative, ROI/business case, commercial structure, and handoff patterns are reusable by the field.
- Cross-functional teams move with urgency because Product, FDE, GTM, Legal, Finance, Ops, and leadership understand the customer ask, decision path, resource needs, and next moves.
- Customer learnings improve product, packaging, and GTM by turning first-of-kind pursuit patterns into clearer offers, better resourcing models, and sharper field guidance.
YOU MIGHT THRIVE IN THIS ROLE IF YOU HAVE:
- 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.
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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At OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared. Join us in shaping the future of technology.