This is a highly hands-on, builder role. You will work directly with Account Executives and regional sales leaders to deliver practical, field-driven enablement that improves day-to-day performance across the sales cycle. Success in this role is measured by faster ramp times, improved deal execution, and strong regional revenue growth.

You will partner closely with Sales Leadership, RevOps, Product Marketing Product Management, and the broader Enablement Team to localize and implement enablement programs that reflect the unique needs of international markets while maintaining alignment with Cresta's global GTM strategy.

Responsibilities:

Sales Onboarding & Ramp Acceleration:

• Partner with the Global Enablement Team and regional Sales Leadership to expand on existing Onboarding programs with regional-specific content for new EMEA and APAC AEs

• Adapt global onboarding programs to reflect regional nuances, market dynamics, and buyer personas

• Provide structured ramp support, including training, deal coaching, and pipeline development guidance

Sales Process & Methodology Enablement:

• Reinforce Cresta's sales process and methodologies across international teams, from discovery through close

• Ensure consistent application of best practices in discovery, executive alignment, and deal progression

Coaching & Performance Programs:

• Deliver ongoing enablement through live training, workshops, role plays, and certifications

• Provide direct coaching to reps, particularly new and ramping AEs, through 1:1 sessions and call reviews

• Partner with frontline managers to scale coaching effectiveness across regions

Content & Messaging Alignment:

• Collaborate with Product Marketing to ensure messaging, talk tracks, and content are localized and relevant for EMEA and APAC markets

• Equip sellers with clear guidance on competitive positioning, objection handling, and regional use cases

• Ensure enablement content is practical, accessible, and aligned to real-world sales scenarios

Enablement Measurement & Optimization:

• Track and analyze performance metrics including ramp time, pipeline creation, win rates, and quota attainment across regions

• Identify trends and gaps to continuously refine enablement programs

• Use data to drive targeted interventions tied to revenue outcomes

Field Readiness:

• Support readiness for product launches, pricing updates, and strategic initiatives across international markets

• Ensure sellers are confident and prepared for customer-facing conversations in diverse regions

Qualifications:

We Value:

• 4+ years in Sales, Sales Enablement, or Sales Management in a fast-paced B2B SaaS environment

• Experience supporting or working with global sales teams (EMEA and/or APAC preferred)

• Strong understanding of enterprise sales motions

• Proven ability to build and adapt enablement programs in a scaling environment

• Demonstrated success in sales coaching and performance improvement

• Exceptional communication and facilitation skills within cross-cultural teams

• Ability to operate with high ownership in a builder role with ambiguity

Perks & Benefits:

We offer a comprehensive and people-first benefits package to support you at work and in life:

• Comprehensive medical, dental, and vision coverage with plans to fit you and your family

• Paid parental leave for all new parents welcoming a new child

• Remote work setup budget to help you create a productive home office

• Monthly wellness and communication stipend to keep you connected and balanced

• 20 days of vacation time to promote a healthy work-life blend

Compensation at Cresta:

Cresta's approach to compensation is simple: recognize impact, reward excellence, and invest in our people. We offer competitive, location-based pay that reflects the market and what each individual brings to the table. The base salary range represents what we expect to pay for this role in a given location. Final offers are shaped by factors like experience, skills, education, and geography. In addition to base pay, total compensation includes equity and a comprehensive benefits package for you and your family.

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This is a highly visible leadership role responsible for mechanisms, programs, and tooling that improve seller productivity, shorten ramp time, and drive predictable revenue outcomes.

You will work backwards from customer and business needs, partnering closely with executive leadership to raise the bar across the revenue organization.

Responsibilities

• Own the end-to-end field enablement strategy aligned to GTM priorities and long-term business growth
• Establish durable mechanisms for onboarding, certification, and continuous learning
• Partner with CRO, Sales, CX, Marketing, Product, and RevOps leaders to identify capability gaps and close them
• Build scalable playbooks, sales motions, and field-ready content that improves execution in-market
• Define, track, and inspect enablement metrics tied to revenue performance (ramp time, attainment, win rates)
• Operate with a high bar for operational excellence, documentation, and accountability
• Hire, develop, and lead a high-performing enablement team

Requirements

• 10+ years of experience in Field Enablement, Sales Enablement, or GTM leadership roles
• Proven experience operating in fast-growing, ambiguous environments and scaling enablement programs
• Strong executive presence with the ability to influence without authority
• Data-driven operator who uses metrics to inspect performance and drive continuous improvement
• Deep familiarity with modern revenue tech stacks (CRM, enablement, LMS, analytics)
• Ability to think strategically while executing with speed and discipline

Nice to Have

• Experience supporting enterprise or platform-based sales motions
• Familiarity with consumption-based or infrastructure-oriented business models
• Background working in highly technical or developer-adjacent GTM environments

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Location

San Francisco

Employment Type

Full time

Location Type

Hybrid

Department

Marketing

Compensation

• $374K – $415K • Offers Equity

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.

Benefits

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts

• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)

• 401(k) retirement plan with employer match

• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)

• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees

• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

• Daily meals in our offices, and meal delivery credits as eligible

• Relocation support for eligible employees

• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

About the Team

The B2B Marketing team contributes to OpenAI’s broader mission of ensuring responsible and widespread adoption of artificial intelligence. We are responsible for developing and executing strategies that drive awareness, engagement, and usage for OpenAI’s products and platform across SMB, enterprise, and developer audiences.

About the Role

We’re looking for a Head of Demand Generation to build and lead OpenAI’s enterprise demand generation function. This role will own the pipeline journey from lead through early-stage qualified opportunities, with a primary focus on enterprise buyers including IT leaders, administrators, executives, and Heads of AI.

Responsibilities

• Build and lead OpenAI’s enterprise demand generation strategy with accountability for lead growth and conversion to early-stage qualified opportunities.

• Own and improve the enterprise marketing-to-sales funnel, including qualification, scoring, routing, handoffs, and shared SLAs with Sales.

• Identify and scale the highest-leverage demand channels, programs, and campaign types to drive qualified enterprise pipeline.

• Develop segmentation and targeting approaches for priority enterprise buyer personas, with emphasis on IT, admins, executives, and AI decision-makers.

• Partner closely with Enterprise Marketing on lifecycle, web, events, and other channels to ensure integrated execution across the buyer journey.

• Hire, develop, and lead a high-performing demand generation team while remaining close enough to the work to set strategy, diagnose issues, and drive execution.

Requirements

• 15+ years of experience in demand generation, revenue marketing, or growth marketing in B2B technology, with significant experience supporting enterprise sales motions.

• A track record of building or scaling demand generation programs that drive measurable pipeline outcomes, not just lead volume.

• A strong command of enterprise demand channels and program design, along with the judgment to know where to place bets and where to simplify.

• Comfort navigating complex buying groups and creating programs for multiple enterprise personas, including technical and executive stakeholders.

• The ability to move fluidly between strategy and execution, with excitement for building a new team while personally driving early momentum.

• Strong cross-functional instincts and the ability to drive alignment across marketing, sales, and operations in a fast-moving environment.

Workplace & Location

This role is based in San Francisco, CA. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

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 humanity in mind.

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