Business Development Representative

📋 Description

• • Lead high-quality outbound prospecting motions tailored to Japan’s Strategic & Large Enterprise, DNB, and Startup accounts to generate qualified pipeline for OpenAI’s enterprise AI solutions.
• • Convert product usage, inbound interest, and pilot activity into high-conviction opportunities for Enterprise and Strategic Accounts teams through disciplined discovery and follow-up.
• • Partner directly with Account Directors to co-develop account strategy, multi-thread stakeholder engagement, and advance complex enterprise deals across regulated industries including Financial Services, Life Sciences, and Retail.
• • Conduct in-depth discovery conversations with technical and business stakeholders (Product, Engineering, IT, Data, Security) to map organizational readiness, uncover business priorities, and identify decision-making structures.
• • Build and iterate on AI-enabled GTM workflows (using GPTs/Agents) to automate and scale prospecting, qualification, and outreach processes while maintaining high touch with key accounts.
• • Contribute to pipeline reviews by presenting outbound activity metrics, account-level insights, and early competitive intelligence gathered from Japanese market interactions.
• • Serve as a critical local voice to HQ, providing actionable feedback on Japan-specific market dynamics, customer objections, and regional adoption barriers to refine GTM playbooks and product positioning.
• • Translate OpenAI’s technical offerings — including ChatGPT Enterprise, APIs, and developer tools — into clear, tangible business value propositions aligned with Japanese enterprise needs and regulatory constraints.
• • Maintain rigorous discipline in CRM hygiene, activity tracking, and pipeline management to ensure visibility and accountability across sales operations.
• • Operate with high ownership in a fast-moving, ambiguous environment, making independent judgments on opportunity prioritization and next steps without rigid playbooks.
• • Act as a bridge between Japan market needs and global product and GTM strategy, ensuring local context shapes global execution.
• • Develop deep expertise in how large enterprises adopt AI, including evaluation criteria, procurement processes, and change management challenges in highly regulated sectors.
• • Contribute to shaping OpenAI’s Japan sales motion from the ground up, influencing territory strategy, messaging, and account targeting approaches.
• • Prepare and deliver polished, executive-level communications in both Japanese and English to multiple stakeholder levels across technical and business functions.
• • Continuously refine prospecting tactics based on real-time feedback from customer interactions and team performance reviews.
• • Demonstrate strong judgment in identifying which opportunities warrant escalation and which require further nurturing based on enterprise readiness signals.
• • Build trust rapidly with Japanese business contacts through cultural fluency, consultative dialogue, and consistent follow-through.
• • Maintain an up-to-date understanding of the AI landscape, including competitor activity, emerging use cases, and regulatory developments affecting AI deployment in Japan.
• • Drive internal alignment between sales, product, and engineering teams by clearly articulating customer pain points and technical requirements.
• • Support the scaling of OpenAI’s enterprise motion in Japan by documenting best practices, creating localized content, and mentoring incoming team members as the team grows.