Sales Leader

Who you are

• The ideal candidate is a proven enterprise seller with strong executive relationships, experience creating opportunities from scratch, and enough generative AI fluency to identify high-value opportunities and bring the right Blend and OpenAI resources into a pursuit
• 8 - 12+ years of enterprise technology, AI, cloud, data, digital transformation, or consulting sales experience
• Demonstrated success winning net-new Fortune 1000 or large-enterprise customers
• Track record of carrying and achieving multimillion-dollar annual sales quotas
• Proven ability to personally originate and close complex enterprise opportunities
• Experience selling $500K - $5M+ technology, consulting, or transformation engagements
• Experience selling to CIOs, CTOs, CDOs, Heads of AI, business-unit leaders, and other senior executives
• Strong commercial discipline across prospecting, qualification, account strategy, forecasting, negotiation, and closing
• Ability to translate technical AI capabilities into business value, ROI, and funded programs
• Sufficient technical fluency to discuss generative AI use cases, APIs, data, security, architecture, and enterprise deployment considerations
• Comfortable operating in a fast-moving environment and building a commercial motion rather than inheriting an established book of business
• Based in or willing to relocate to the San Francisco Bay Area
• Existing relationships within OpenAI or the broader generative AI ecosystem
• Experience selling AI/ML, data, cloud, or AI consulting services
• Experience with partner-led or co-sell motions involving OpenAI, AWS, Microsoft, Google Cloud, Snowflake, Databricks, or similar technology platforms
• Strong network of enterprise technology and business buyers across North America
• Experience converting prototypes, workshops, or proofs-of-concept into larger production programs

What the job involves

• Blend is looking for a Senior Sales Leader to drive net-new customer acquisition for our Native-AI practice across North America
• This is a true hunter role
• You will be responsible for building pipeline, opening strategic enterprise accounts, and closing new consulting and implementation engagements centered on OpenAI
• Success will be measured primarily by new logos and new revenue generated
• The role is based in the San Francisco Bay Area to enable close engagement with OpenAI's commercial organization while owning opportunities across North America
• Build Net-New Pipeline
• Build and own a targeted pipeline of strategic enterprise prospects across North America
• Proactively open new accounts and establish relationships with senior business and technology executives
• Develop account strategies around organizations with significant AI transformation opportunities
• Generate opportunities through direct prospecting, executive networks, OpenAI relationships, partners, industry events, AI Build Days, and joint go-to-market programs
• Create pipeline beyond inbound and partner-referred opportunities
• Close Strategic New Logos
• Own the commercial sales cycle from prospecting through signed SOW
• Identify and qualify high-value OpenAI use cases with a credible buyer, business case, and funding path
• Navigate complex enterprise buying processes across business, technology, procurement, legal, security, and executive stakeholders
• Lead commercial strategy, proposals, negotiations, and deal closure
• Drive complex opportunities toward funded implementation and production engagements
• Enhance the OpenAI Co-Sell Motion
• Develop strong relationships across OpenAI's commercial and partner organizations
• Work with OpenAI account teams to identify and jointly pursue strategic enterprise accounts
• Translate OpenAI customer demand into services and implementation opportunities for Blend
• Position Blend as a trusted services and delivery partner for enterprise OpenAI adoption
• Work with the Blend partnerships team to build repeatable joint account-development and co-sell motions
• Orchestrate the Pursuit
• Partner closely with Delivery leadership to mobilize Blend AI engineers, FDEs, solution architects, delivery leaders, and industry SMEs around qualified opportunities
• Turn customer interest into discovery, workshops, AI Build Days, prototypes, and funded production engagements
• Coordinate executives across Blend, OpenAI, and the customer to accelerate decisions and remove blockers
• Maintain clear ownership of deal strategy, next steps, decision makers, and close plans
• Own the Number
• Carry an individual net-new bookings quota
• Maintain approximately 3 - 4x qualified pipeline coverage against quota
• Own forecasting, pipeline discipline, and opportunity progression
• Maintain accurate opportunity and OpenAI attribution in HubSpot
• Develop a repeatable commercial playbook for converting OpenAI-related demand into Blend revenue
• Within the first year, this person will:
• Establish strong working relationships with OpenAI commercial and account teams
• Build a meaningful pipeline of strategic North American opportunities
• Consistently create opportunities independent of inbound demand
• Close meaningful new-logo OpenAI engagements
• Establish repeatable OpenAI + Blend account-development and co-sell motions
• Maintain approximately 3–4x qualified pipeline coverage against quota