Dali Rajic is the new chief revenue officer at OpenAI, previously the president and COO at Google-owned cybersecurity company Wiz. He has a background in enterprise sales, having held leadership roles at AppDynamics and Zscaler.

Why did OpenAI hire Rajic?

OpenAI hired Rajic to lead the next phase of growth for its revenue organization. He is known for his disciplined approach to enterprise sales, which is valuable as OpenAI looks to increase revenue from enterprises and expand its cybersecurity offerings.

What is Rajic's sales philosophy?

Rajic approaches sales primarily as a science, not an art, and follows the MEDDPICC framework, which helps organizations evaluate deals and forecast revenue. He also uses leading indicators to predict sales success early.

AI Business & IndustryFortune AI1h agoAug 25, 2026, 04:00 JST2 min read

OpenAI hires Wiz's Dali Rajic as CRO

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Key takeaway

OpenAI has named Dali Rajic as its new chief revenue officer.
Rajic, previously at Google-owned Wiz, brings deep enterprise sales and cybersecurity experience.
He will lead efforts to grow business revenue and compete with Anthropic.

3 Key Points

What happened
OpenAI announced in mid-August that Dali Rajic, the president and COO at Google-owned cybersecurity company Wiz, will replace Denise Dresser as chief revenue officer. Dresser held the role for less than a year.
Why it matters
OpenAI now earns more revenue from enterprises than consumers, a milestone it hit earlier than planned. Rajic's cybersecurity background is key, as OpenAI is pitching businesses on using its models to prevent hacks and breaches through its flagship program Daybreak.
What to watch
Rajic starts this week and will travel frequently to clients, possibly living in San Francisco part time. OpenAI is working aggressively to capture market share from Anthropic, which is reportedly planning an IPO as soon as September.

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Context & Analysis

Dali Rajic's appointment as OpenAI's chief revenue officer marks a strategic shift toward enterprise sales as the company prepares for a potential IPO. Rajic's track record includes leading sales at AppDynamics, which was acquired by Cisco for $3.7 billion, and serving as CRO at Zscaler and Wiz. His cybersecurity expertise aligns with OpenAI's efforts to grow revenue in that area through its Daybreak program.

Rajic replaces Denise Dresser, who held the role for less than a year, part of a series of leadership changes at OpenAI. The company acknowledges the high turnover, attributing it to rapid growth. Meanwhile, OpenAI faces competition from Anthropic, which is reportedly planning an IPO as soon as September, potentially beating OpenAI to the public markets.

Rajic's sales philosophy, based on the MEDDPICC framework and a focus on predictable revenue, is expected to appeal to investors ahead of OpenAI's IPO. However, the question remains whether he will stay long-term, given his intense style and the demanding environment at OpenAI.

FAQ

Who is Dali Rajic?: Dali Rajic is the new chief revenue officer at OpenAI, previously the president and COO at Google-owned cybersecurity company Wiz. He has a background in enterprise sales, having held leadership roles at AppDynamics and Zscaler.
Why did OpenAI hire Rajic?: OpenAI hired Rajic to lead the next phase of growth for its revenue organization. He is known for his disciplined approach to enterprise sales, which is valuable as OpenAI looks to increase revenue from enterprises and expand its cybersecurity offerings.
What is Rajic's sales philosophy?: Rajic approaches sales primarily as a science, not an art, and follows the MEDDPICC framework, which helps organizations evaluate deals and forecast revenue. He also uses leading indicators to predict sales success early.

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