Head of North American Sales Development

OpenAI, Inc.

Job Overview

Location

San Francisco

Job Type

Full-time

Full Job Description

📋 Description

• As the Head of North American Sales Development at OpenAI, you will establish and lead the company’s first enterprise Sales Development organization from the ground up, reporting directly to the Global Head of Sales Development and serving as a core member of the Enterprise Go-To-Market leadership team. This 0 → 1 role is critical to transforming product usage, pilot programs, and inbound demand into high-quality, winnable pipeline for OpenAI’s Large Enterprise and Strategic Accounts teams, directly impacting revenue generation in regulated industries such as Financial Services, Life Sciences, and Retail.
• Your day-to-day responsibilities will include designing the operating model for the North America Sales Development function, including organizational structure, hiring plans, tooling selection, and performance management frameworks; building and scaling a high-performing SDR organization aligned to key enterprise verticals and account segments; owning the enterprise pipeline generation strategy to ensure consistent, high-quality opportunity flow into field sales teams; translating product usage, developer activity, pilot programs, and inbound interest into qualified enterprise opportunities through data-driven qualification processes; creating vertical-specific and account-based SDR motions tailored to Financial Services, Life Sciences, and Retail industries; partnering cross-functionally with Sales, Field Engineering, Marketing, Partnerships, and Strategy & Ops to orchestrate a unified go-to-market front door; establishing best-in-class playbooks for outbound, inbound, account-based marketing (ABM), product-led growth, and partner-sourced lead generation; building a data-driven operating system that links SDR activity to pipeline quality, deal velocity, and revenue outcomes through analytics and forecasting; recruiting, coaching, and developing first-line SDR leadership to build a sustainable talent pipeline; and serving as a strategic advisor to the CRO and Sales leadership on where and how OpenAI should invest to capture enterprise demand at scale.
• You will join OpenAI’s Enterprise Go-To-Market organization, which partners with the world’s largest companies to adopt and scale the OpenAI AI platform—including ChatGPT Enterprise, developer APIs, and platform tools—across complex, regulated industries. The GTM team focuses on turning early-stage adoption, experimentation, and developer-led use cases into durable, enterprise-wide deployments by aligning product innovation with deep industry expertise in Financial Services, Life Sciences, and Retail. As a leader in this organization, you will operate at the intersection of cutting-edge AI technology and enterprise sales excellence, helping shape how transformative AI is adopted by global industry leaders.
• In this role, you will have the unique opportunity to build a foundational sales development function at one of the most influential AI companies in the world, directly influencing how OpenAI captures enterprise value from its groundbreaking technology. You will develop expertise in product-led and usage-based go-to-market strategies, including PQL (product-qualified lead) identification, free-to-paid conversion motion, and expansion strategies in high-stakes industries. You will also grow as a strategic GTM leader by working closely with C-suite stakeholders, refining your ability to align sales development with broader revenue strategy, and establishing scalable, data-driven processes that can be replicated across global markets.

🎯 Requirements

• 10+ years of experience in enterprise sales, revenue operations, or go-to-market leadership roles
• 3-5+ years of proven experience building and managing second-line Sales Development Representative (SDR) leadership, including hiring, coaching, and scaling manager-led teams
• Demonstrated success in building enterprise demand engines from scratch in product-driven, platform, or usage-based businesses
• Fluency in product-led and usage-based go-to-market motions, including PQLs, pilot-to-paid conversion, free-to-paid strategies, and expansion revenue models
• 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 matrixed organizations spanning Sales, Product, Marketing, Partnerships, and Strategy & Ops
• Exceptional talent builder with the gravitas and communication skills to engage senior enterprise stakeholders and CRO-level leaders

🏖️ Benefits

• Opportunity to build and lead OpenAI’s first enterprise Sales Development organization from zero, shaping a critical function in the company’s GTM strategy
• Direct impact on revenue generation by converting AI product usage, pilots, and inbound demand into high-quality enterprise pipeline for strategic accounts
• Access to cutting-edge AI technology and deep exposure to how enterprise AI is adopted in complex, regulated industries
• Collaboration with world-class teams across Sales, Engineering, Marketing, and Strategy to define the future of AI go-to-market
• Professional growth as a strategic GTM leader working alongside C-suite executives on high-stakes enterprise market capture
• Competitive compensation and equity package aligned with OpenAI’s mission-driven culture and industry leadership
• Commitment to diversity, equity, and inclusion, with robust support for reasonable accommodations and fair chance hiring practices
• Access to OpenAI’s global employee resources, including privacy policies, EEO statements, and background check procedures compliant with local laws such as SF and LA County Fair Chance Ordinances

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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