Sales Development Manager - Enterprise

About the team

OpenAI’s Enterprise Go-To-Market organization helps the world’s largest companies adopt and scale our AI platform across their business—from ChatGPT Enterprise to our developer platform and APIs.

We partner with organizations across Financial Services, Life Sciences, and Retail to build new AI-powered customer experiences, transform operations, and reimagine how work gets done in highly regulated and technically complex environments. As adoption accelerates through pilots, experimentation, and developer-led use cases, the GTM team turns that momentum into durable, enterprise-wide deployments.

Sales Development sits at the front of this motion—where technical curiosity becomes executive engagement and OpenAI’s enterprise relationships begin.

About the role

We are hiring a Sales Development Manager, AMER to lead a team of SDRs supporting our Large Enterprise business across North America. Reporting into Sales Development leadership, this role will be responsible for coaching and developing a high-performing team focused on generating qualified pipeline and creating strategic enterprise opportunities.

This is a foundational front-line leadership role within OpenAI’s enterprise GTM organization. You will help define how we engage prospective customers, convert product and developer interest into enterprise conversations, and scale repeatable outbound and inbound motions across some of the world’s largest organizations.

You will partner closely with Sales, Marketing, Solutions Engineering, Partnerships, and Strategy & Operations to drive pipeline generation and help shape the future of OpenAI’s enterprise growth engine.

In this role, you will:

• Lead, coach, and develop a team of SDRs supporting Large Enterprise, Verticals, and Strategic Accounts across AMER

• Drive high-quality pipeline generation through outbound prospecting, inbound qualification, account-based motions, and product-led signals

• Establish strong operational rigor around activity metrics, conversion rates, pipeline quality, and execution consistency

• Partner closely with Account Directors and enterprise sales leadership on territory planning, account prioritization, and opportunity development

• Help define scalable SDR playbooks across outbound, inbound, ABM, partner-sourced, and product-led motions

• Coach SDRs on executive communication, discovery, account research, and strategic prospecting

• Build a high-performance, collaborative, and low-ego team culture focused on continuous improvement

• Work cross-functionally with Marketing, Partnerships, Solutions Engineering, and Strategy & Operations to optimize pipeline generation efforts

• Support hiring, onboarding, and ramping of new SDR talent as the organization scales

• Bring market feedback and customer insights back into the broader GTM organization

You may thrive in this role if you:

• Have 6–10+ years of experience in sales, business development, or GTM roles

• Bring experience managing SDRs or business development teams in enterprise SaaS or platform businesses

• Have a strong understanding of enterprise prospecting, pipeline generation, and outbound strategy

• Are highly operational and data-driven, with experience managing metrics, conversion funnels, and forecasting

• Thrive in fast-paced, high-growth environments with evolving processes and ambiguity

• Have experience partnering closely with Enterprise Sales teams on strategic account development

• Are an exceptional coach who knows how to develop early-career talent into high-performing sales professionals

• Communicate effectively with both technical and executive stakeholders

• Lead with high standards, accountability, and a low-ego mindset

• Are excited about helping enterprises adopt transformative AI technologies

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity. 

We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic.

For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement.

Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.

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