Senior Vendor Manager - SMB Sales

OpenAI's SMB Sales team is focused on scaling efficient, high-quality sales execution across a range of commercial motions, including Inbound, Outbound, API Sales, Channel, and SDR. As a Senior Vendor Manager, SMB Sales, you will own performance across our outsourced SMB Sales vendor network. This is not a traditional vendor management role. We’re looking for a performance-focused operator who can drive large-scale sales execution through vendor partners, rather than someone primarily focused on vendor relationship management. You will own regional and site-level performance across Tier 1 partners, with responsibility for sales performance, quality, forecasting, governance, operational readiness, and vendor leadership accountability across multiple sales motions.

Responsibilities

Own regional and site-level performance across revenue, pipeline, conversion, productivity, quality, and other key sales metrics; Inspect sales funnel health and diagnose whether performance gaps are driven by quality, execution, routing, enablement, staffing, or process issues; Surface underperformance early, diagnose the underlying drivers, and drive urgency around corrective action; Build clear corrective action plans with vendor leadership, establish measurable outcomes, and ensure strong follow-through; Lead Weekly Business Reviews, Monthly Business Reviews, and Quarterly Business Reviews with vendor partners, ensuring governance forums drive decisions, not just reporting; Build and maintain scorecards that make sales performance, quality, operational health, and risk visible; Hold vendor leadership accountable for frontline management quality, coaching effectiveness, staffing discipline, and execution rigor; Own regional adoption of global playbooks, QA frameworks, and operating standards, using quality trends, call reviews, calibration outputs, and conversion analysis to identify opportunities for improvement; Identify recurring operational failure modes and partner cross-functionally to solve systemic issues while maintaining a high bar for customer experience; Own forecast quality, pipeline discipline, and risk inspection across assigned regions, building a consistent inspection cadence across motions and partners and pressure-testing vendor forecasts against activity, pipeline, and expected outcomes; Translate complex operational and performance signals into clear business narratives and recommendations for senior leadership; Monitor new-hire ramp, certification outcomes, productivity curves, and overall vendor readiness before launching new motions, regions, or major process changes; Partner with Enablement, Revenue Operations, and Program Management to close readiness gaps and manage capacity against forecasted demand and business priorities; Help redefine vendor operations for an AI-native sales environment, using automation, AI-enabled workflows, and scalable operating systems to improve seller productivity, forecasting accuracy, quality inspection, execution speed, decision-making, and performance visibility.

Requirements

Have 8+ years of experience in vendor management, sales operations, scaled sales execution, vendor leadership, or commercial operations; Have direct experience managing outsourced sales or revenue-generating vendor operations; Have experience working in software, SaaS, cloud, or other high-velocity commercial environments; Have strong experience working with Tier 1 vendor partners; Have proven experience owning sales performance across multiple teams, sites, regions, or vendors; Have a strong understanding of sales funnel metrics, forecasting, conversion, productivity, quality, and operational governance; Have experience building and running WBRs, QBRs, performance scorecards, and corrective action plans; Bring strong executive presence and the ability to influence senior internal and external stakeholders.