Sales Development Manager, Enterprise (AMER)

OpenAI; California (MO); On-site; USD 261,000 - 305,000; Full time

Job summary

OpenAI is seeking a Sales Development Manager, AMER to lead a team of SDRs responsible for generating qualified pipeline for our Large Enterprise business across North America. This front-line leadership role defines how we engage prospective customers and scale outbound and inbound motions with top enterprise clients.

You will partner with Sales, Marketing, Solutions Engineering, Partnerships, and Strategy & Operations to drive pipeline generation and shape OpenAI's enterprise growth engine.

Qualifications

• 6–10+ years of experience in sales, business development, or GTM roles.
• Experience managing SDRs or business development teams in enterprise SaaS or platform businesses.
• Strong understanding of enterprise prospecting, pipeline generation, and outbound strategy.
• Operational and data-driven, with experience managing metrics, conversion funnels, and forecasting.
• Experience partnering with Enterprise Sales on strategic account development.
• Excellent coaching and communication with technical and executive stakeholders.

Responsibilities

• Lead, coach, and develop a team of SDRs supporting Large Enterprise 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.

Skills

Sales

Leadership

Enterprise SaaS

Outbound prospecting

Forecasting

Job description

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

Compensation Range: $261K - $305K USD

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 Affinitative Action and Equal Employment Opportunity Policy Statement.

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