Latest / Inside The Pipeline: B2B Sales and GTM
14. Max Greenbury, Startup GTM at OpenAI - Inside OpenAI's Sales Playbook
Max Greenbury is part of OpenAI's go-to-market team, working the startup side with around 14 later-stage accounts from the UK to Israel and Lithuania. He didn't get there in a completely straight line (although it was quite straight): three years running his own subscription platform for secondhand clothing came first, three years on AWS's startup team, then Google selling into regulated enterprises. In this episode, Max opens up how OpenAI actually sells and why enterprise and startup deals are almost different jobs. Enterprise sales is a stakeholder maze, won by surfacing "unrealized pain"…
The skinny
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