Head of EMEA Sales Development

OpenAI, Inc.

Job Overview

Location

Dublin, Ireland

Job Type

Full-time

Full Job Description

📋 Description

• As the Head of EMEA Sales Development at OpenAI, you will establish and lead the company’s first enterprise Sales Development function across Europe, the Middle East, and Africa, playing a pivotal role in transforming early-stage product engagement into scalable enterprise revenue. This is a foundational 0 → 1 leadership opportunity where you will design the operating model, hire and mentor the initial leadership and SDR teams, and define how OpenAI identifies, qualifies, and advances high-value opportunities in complex, regulated industries.
• Your day-to-day responsibilities will include building and scaling a global-aligned SDR organization focused on Large Enterprise, Strategic Accounts, and key verticals such as Financial Services, Life Sciences, and Retail; owning the enterprise pipeline generation strategy to ensure consistent, high-quality opportunity flow; translating product usage, pilot programs, developer activity, and inbound interest into qualified enterprise opportunities; creating vertical-specific and account-based SDR motions tailored to industry needs; partnering closely with Sales, Field Engineering, Marketing, Partnerships, and Strategy & Ops to align go-to-market efforts; establishing best-in-class outbound, inbound, ABM, product-led, and partner-sourced playbooks; building a data-driven operating system that links SDR activity to pipeline quality, deal velocity, and revenue outcomes; recruiting, coaching, and developing front-line SDR managers and individual contributors; and serving as a strategic advisor to Sales leadership on where and how OpenAI should invest to capture enterprise demand across EMEA.
• You will join OpenAI’s Enterprise Go-To-Market (GTM) organization, a mission-driven team responsible for helping the world’s largest companies adopt and scale OpenAI’s AI platform—including ChatGPT Enterprise, APIs, and developer tools—across highly regulated and technically complex environments. The GTM team partners with industry leaders to build AI-powered customer experiences, transform operations, and reimagine work, turning early adoption and experimentation into durable, enterprise-wide deployments. Sales Development serves as the critical front door of this motion, where technical curiosity is converted into executive engagement and long-term enterprise relationships begin.
• In this role, you will have the opportunity to shape the future of enterprise AI adoption in EMEA by building a world-class Sales Development function from the ground up. You will develop deep expertise in product-led and usage-based go-to-market strategies, refine your ability to operate in matrixed, cross-functional GTM environments, and grow as a leader capable of influencing C-suite stakeholders and driving revenue impact at scale. Success in this role will position you as a key architect of OpenAI’s enterprise growth in one of the world’s most dynamic and strategically important regions.

🎯 Requirements

• 10+ years of experience in enterprise sales, revenue generation, or go-to-market leadership.
• 3–5+ years of proven success in second-line Sales Development leadership, including building and managing managers and scaling SDR teams.
• Demonstrated experience building enterprise demand engines from scratch in product-driven, platform, or usage-based businesses.
• Fluency in product-led and usage-based GTM motions, including PQLs, free-to-paid conversions, pilot programs, and expansion strategies.
• Direct experience selling into regulated or high-stakes industries such as Financial Services, Life Sciences, or Retail.
• Strong data-driven mindset with expertise in pipeline analytics, forecasting, and connecting sales activity to revenue outcomes.
• Proven ability to thrive in complex, matrixed GTM organizations involving close collaboration with Sales, Product, Marketing, and Partnerships teams.
• Exceptional talent builder with the gravitas and communication skills to engage senior enterprise leaders and CRO-level stakeholders.

🏖️ Benefits

• Opportunity to build and lead OpenAI’s first enterprise Sales Development organization in EMEA from the ground up, with significant autonomy and strategic impact.
• Direct access to and collaboration with OpenAI’s global GTM, product, and engineering teams shaping the future of enterprise AI.
• Professional growth in a high-impact, mission-driven environment at the forefront of artificial intelligence innovation.
• Competitive compensation package aligned with OpenAI’s commitment to attracting top global talent.
• Comprehensive health, wellness, and family support benefits reflective of OpenAI’s people-first culture.
• Flexible work arrangements designed to support productivity and well-being in a dynamic, global organization.

Skills & Technologies

Onsite

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OpenAI, Inc.

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About OpenAI, Inc.

OpenAI is a San Francisco-based artificial intelligence research and deployment company founded in 2015. It develops large-scale AI models such as GPT, DALL-E, and Codex, providing cloud APIs and consumer applications like ChatGPT. Originally established as a non-profit, it later created a capped-profit subsidiary to attract capital while maintaining its mission to ensure artificial general intelligence benefits all of humanity.

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