Sales Development Representative - SF

OpenAI, Inc.

Job Overview

Location

San Francisco

Job Type

Full-time

Full Job Description

📋 Description

• As a Sales Development Representative (SDR) at OpenAI, you will be at the forefront of introducing cutting-edge AI solutions to the world's largest companies. This role is specifically designed as a strategic launchpad for aspiring enterprise sellers, offering unparalleled exposure to enterprise sales processes, product development, and customer strategy. You will play a pivotal role in transforming initial product interest and inbound demand into substantial, high-conviction enterprise opportunities for our Large Enterprise and Strategic Accounts teams. Your work will directly contribute to scaling AI adoption across critical industries such as Financial Services, Life Sciences, and Retail, helping these organizations build innovative AI-powered customer experiences, revolutionize their operations, and redefine how work is accomplished, even within highly regulated and technically intricate environments. By partnering with Account Directors, you will be instrumental in shaping account strategies, fostering multi-threaded engagement within client organizations, and driving deals forward. This position is ideal for individuals motivated to cultivate world-class enterprise selling skills and build a long-term career in the rapidly evolving field of AI go-to-market.
• Your day-to-day responsibilities will be dynamic and strategically focused. You will partner closely with Account Directors, contributing significantly to their account strategies, developing multi-threaded relationships within target organizations, and actively progressing existing deals. A key aspect of your role will involve designing and executing highly targeted outbound strategies. This requires leveraging deep industry context, meticulously mapping key stakeholders within prospective companies, and identifying product signals that indicate a strong potential for AI adoption. You will be responsible for leading high-quality discovery calls, a crucial step in uncovering clients' core business priorities, understanding their organizational structure and key decision-makers, and assessing their readiness for enterprise-level AI solutions. Furthermore, you will actively contribute to pipeline reviews by providing valuable insights derived from your outbound activities, sharing detailed account intelligence, and reporting on early competitive signals observed in the market. In an innovative twist, you will also have the opportunity to build and iterate on AI-enabled Go-To-Market (GTM) workflows, utilizing tools like GPTs and agents to enhance and scale your prospecting and qualification efforts, thereby optimizing efficiency and effectiveness.
• You will be joining OpenAI's Enterprise Go-To-Market organization, a dynamic team dedicated to enabling the world's largest companies to adopt and scale our advanced AI platform. This includes solutions ranging from ChatGPT Enterprise to our comprehensive developer platform and APIs. The team collaborates closely with organizations across the Financial Services, Life Sciences, and Retail sectors, acting as trusted advisors in building novel AI-powered customer experiences, transforming operational efficiencies, and reimagining the future of work in complex and regulated industries. As AI adoption accelerates through pilots and experimentation, the GTM team is pivotal in translating this momentum into sustainable, enterprise-wide deployments. Sales Development, where this role sits, is the critical starting point of this entire motion, bridging the gap between technical curiosity and executive engagement, and transforming early product signals into impactful enterprise-wide deployments.
• This role offers a unique opportunity for significant professional growth and development. You will gain invaluable experience in the core tenets of enterprise sales, including sophisticated discovery techniques, intricate stakeholder mapping, strategic deal shaping, and polished executive communication. You will develop a profound understanding of how leading global companies approach the adoption and integration of artificial intelligence. For individuals with a strong drive and proven performance, this position serves as one of the most accelerated pathways to establish a career in enterprise sales at OpenAI and build a lasting presence in the AI go-to-market landscape. While many individuals in this role progress to become Account Directors or assume broader GTM responsibilities, the trajectory is performance-driven and aligned with business needs, rather than a rigid timeline. This role is designed to equip you with the foundational skills and strategic insights necessary to excel as a world-class enterprise seller in the AI domain.
• The Sales Development Representative role is strategically positioned within OpenAI's Enterprise Go-To-Market organization, a crucial unit focused on enabling the world's largest enterprises to leverage and scale our advanced AI platform, encompassing offerings like ChatGPT Enterprise and our robust developer platform and APIs. This team collaborates intimately with key players in sectors such as Financial Services, Life Sciences, and Retail, guiding them in the creation of innovative AI-driven customer experiences, the transformation of operational frameworks, and the reimagining of work processes within highly regulated and technically demanding contexts. As the adoption of AI accelerates through pilot programs and experimental initiatives, the GTM team plays an indispensable role in converting this burgeoning momentum into enduring, enterprise-wide deployments. The Sales Development function, where this role is situated, represents the critical inception point of this entire strategic motion. It is the nexus where technical inquisitiveness is cultivated into meaningful executive engagement, and where nascent product signals are meticulously shaped into impactful, large-scale enterprise deployments. This role is not merely about identifying leads; it's about architecting the initial stages of complex enterprise AI adoption journeys, laying the groundwork for transformative business outcomes and solidifying OpenAI's position as a leader in enterprise AI solutions. The SDR will be instrumental in identifying, shaping, and advancing these complex opportunities by effectively translating product usage, successful pilot outcomes, and inbound interest into qualified, high-conviction enterprise opportunities that are then handed off to our dedicated Large Enterprise and Strategic Accounts teams for further development and closure. This foundational role is key to the success of OpenAI's enterprise sales strategy and offers a direct impact on the company's growth and market penetration in the enterprise AI space. The emphasis on building AI-enabled GTM workflows also highlights an innovative approach to sales operations, where the SDR actively contributes to improving the efficiency and effectiveness of the sales process itself through the application of AI technologies, demonstrating a forward-thinking and technologically adept sales culture.
• In this role, you will be instrumental in identifying, shaping, and advancing complex enterprise opportunities. This involves a strategic approach to turning product usage, successful pilot programs, and inbound demand into qualified, high-conviction enterprise opportunities that are then seamlessly transitioned to our Large Enterprise and Strategic Accounts teams. Your efforts will directly fuel the growth of our enterprise business by ensuring a robust pipeline of well-vetted prospects. You will also be tasked with designing and executing targeted outbound strategies, a critical component of breaking into priority accounts. This requires a deep understanding of industry nuances, sophisticated stakeholder mapping to identify key decision-makers and influencers, and the ability to leverage product signals to demonstrate value and relevance. Leading high-quality discovery sessions will be paramount; these sessions are designed to uncover critical business priorities, map out the organizational landscape, and assess the enterprise's readiness for AI integration. Your contributions will extend to pipeline reviews, where you will share valuable insights from your outbound activities, account-specific intelligence, and early observations of competitive landscapes. Furthermore, you will actively participate in the innovation of our GTM processes by building and iterating on AI-enabled workflows, such as custom GPTs or agents, to enhance the scalability and effectiveness of prospecting and qualification efforts. This hands-on approach to process improvement ensures that you are not only executing sales strategies but also contributing to the evolution of how OpenAI approaches enterprise sales in the AI era.

🎯 Requirements

• 4+ years of relevant professional experience in enterprise sales, or in strategic customer-facing roles within the finance or consulting industries.
• Proven track record of consistently hitting and exceeding ambitious targets in enterprise or strategic sales environments.
• Strong communication skills and executive presence, with the ability to build credibility with senior C-Suite stakeholders and engage fluently with technical buyers.
• Strong interest in the AI landscape and the ability to articulate how OpenAI products deliver tangible customer value and business outcomes.
• Experience selling into regulated or complex industries (e.g., Financial Services, Life Sciences, Retail) is a plus.
• Comfort with ambiguity, a fast-paced environment, and operating with a high degree of ownership.

🏖️ Benefits

• Competitive salary and performance-based bonuses.
• Comprehensive health, dental, and vision insurance.
• Generous paid time off and holidays.
• Relocation assistance for new employees.
• Opportunities for professional development and career advancement within AI go-to-market roles.
• Exposure to cutting-edge AI technology and the opportunity to shape the future of AI adoption in enterprise.

Skills & Technologies

Hybrid

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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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