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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in leading sales teams, particularly in fast-changing markets, while effectively translating regional strategies into actionable account priorities. Proven ability to build relationships with founders and technical leaders, and to convert technical adoption into sustainable revenue growth.
Highest-signal resume keywords
Sales Team LeadershipStartup EngagementTechnical Adoption ConversionSales Process DevelopmentAI Applications Discussion
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Strategy ExecutionPipeline ForecastingAccount PrioritizationTechnical Discovery CoachingCompetitive Pursuit ManagementProduct-Led SalesConsumption-Based Business SalesSales Playbook DevelopmentMigration PlanningEvidence-Based Forecasting
Soft Skills
CoachingRelationship BuildingAdaptabilityCuriosityCommunication
Industry Keywords
Greenfield SalesEarly Stage StartupsTechnical SellersAI EngineeringVC PartnershipsCommercial Decision-MakersProduct DevelopmentOperational TeamsAmbiguity ManagementLondon Office Requirement
About the role
Key responsibilities & impact- Lead an EMEA Greenfield sales team focused on helping high-potential startups choose OpenAI, reach production and establish foundations for growth
- Translate regional strategy into account priorities
- Recruit, onboard, develop and coach Account Directors
- Build and execute the Greenfield go-to-market strategy and sales plan
- Prioritize companies based on customer need, workload, timing, founder and funding signals, commercial potential and technical capacity
- Coach Early Stage and Pursuits sales motions
- Create disciplined pipeline and consumption forecasting processes
- Build relationships with founders, technical leaders and commercial decision-makers
- Partner with VC Partnerships, Marketing and developer-facing teams on sourcing and activation
- Align with Solutions and AI Engineering on technical scope, evaluation criteria and support capacity
- Partner with Product, Deal Desk, Legal and other teams to advance customer decisions
- Convert technical success into paid adoption and sustainable growth
- Build reusable discovery guides, sales plays, competitive playbooks and migration plans
- Coordinate account transitions with Core and strategic coverage
Requirements
What you’ll need- Six or more years leading sales teams, including hiring, developing and managing technical sellers in fast-changing markets
- Experience working closely with startups as a founder, early employee or commercial leader serving startup customers
- Experience selling platform or software products in a product-led or consumption-based business
- Record of converting technical adoption into revenue
- Experience leading scalable early-stage acquisition and activation, or complex competitive pursuits and production migrations
- Experience building repeatable sales processes while preserving judgement about customer fit, account priority and support level
- Experience coaching technical and commercial discovery, qualifying opportunities and managing evidence-based forecasts
- Ability to discuss AI applications, APIs, model evaluation and production economics credibly with founders and technical leaders
- Experience working across technical, product, marketing, operational and commercial teams
- Comfort with ambiguity and creating clarity and direction in changing environments
- Curiosity about AI and willingness to learn quickly
- Ability to work from the London office three days per week
- Authorization to work in the country where the job is located
Benefits
Comp & perks- Hybrid work model of three days in the office per week
- Immigration and sponsorship support may be provided based on unique circumstances
- Reasonable accommodations for applicants with disabilities