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AWS Specialist Seller, Strategic Pursuits

June 10, 2026

OpenAI Senior Specialist Seller

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.

We are hiring a Senior Specialist Seller to join the Strategic Pursuits team and lead priority opportunities generated through the joint AWS and OpenAI co-sell motion. You will partner closely with Account Directors, AWS field teams, and cross-functional stakeholders to identify, shape, advance, and close high-value strategic enterprise engagements.

This role is ideal for a senior seller with deep experience in enterprise technology, AI, cloud, or complex transformation sales motions. You should be comfortable operating in executive-facing environments, aligning multiple stakeholders, and turning customer priorities into commercially compelling and technically credible opportunities.

This role is based in San Francisco, Seattle, or New York. We operate on a hybrid model of 3 days per week in office and offer relocation support. We are also open to remote candidates based in the United States.

In this role, you will:

Lead commercial execution of priority AWS/OpenAI co-sell opportunities across strategic enterprise accounts.
Identify and qualify high-potential opportunities focused on GenAI adoption, frontier platform use cases, and enterprise-wide transformation.
Partner with AWS and OpenAI field teams to align account strategy, messaging, stakeholder mapping, and execution plans.
Develop customer-facing value propositions that connect OpenAI capabilities with business priorities and AWS infrastructure strategies.
Drive executive-level engagement including customer meetings, business case development, negotiations, and account reviews.
Coordinate cross-functionally with Sales, Partnerships, Solutions Architecture, Product, Legal, Finance, and Deal Desk teams to progress complex opportunities.
Build repeatable co-sell playbooks, qualification frameworks, account planning processes, and sales assets to scale the joint motion.
Manage pipeline health, forecasting inputs, deal risks, blockers, and escalation needs across assigned pursuits.
Serve as a trusted advisor to Account Directors by bringing strategic selling expertise and deal-structuring judgment.
Maintain awareness of competitive dynamics across hyperscalers, GenAI platforms, and enterprise AI vendors.

You might thrive in this role if you:

Have 15+ years of experience in enterprise sales, strategic business development, cloud partnerships, or complex technology go-to-market roles.
Have a strong track record of shaping and closing large-scale enterprise technology deals.
Bring experience in AI, GenAI, cloud, data, enterprise software, or professional services sales.
Have worked in overlay sales, specialist seller, strategic pursuits, or partner-led co-sell environments.
Understand AWS commercial models, enterprise account planning, cloud commitments, and partner operating rhythms.
Can engage credibly with CIOs, CTOs, CDOs, business leaders, procurement teams, and partner executives.
Demonstrate strong commercial judgment in opportunity qualification, deal strategy, and escalation management.
Thrive in ambiguity and can build new operating motions from the ground up.
Communicate clearly and synthesize technical, customer, and commercial inputs into actionable recommendations.
Have prior experience at AWS, another major cloud provider, a leading enterprise software company, or a high-growth AI company.
Understand partner-led sales motions involving hyperscalers, GSIs, or strategic technology partners.
Bring familiarity with enterprise AI use cases across industries such as financial services, healthcare, retail, manufacturing, technology, energy, or public sector.

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.

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.

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

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Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...