Head of Sales Development

OpenAI•San Francisco, CA

22d

About The Position

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. We are hiring a Head of Sales Development to build and lead OpenAI’s first enterprise Sales Development organization. Reporting directly to the Chief Revenue Officer, this role is a core part of the Enterprise GTM leadership team. This is a true 0 → 1 build. You will design the operating model, hire the initial leadership and SDR teams, and define how OpenAI engages, qualifies, and advances enterprise opportunities. Your mandate is to convert product usage, pilots, and inbound demand into high-quality, winnable pipeline for our Large Enterprise and Strategic Accounts teams.

Requirements

Have 10+ years in enterprise sales, revenue, or GTM leadership.
Bring 3–5+ years of second-line SDR leadership building and managing managers.
Have built enterprise demand engines from scratch in product-driven or platform businesses.
Are fluent in product-led and usage-based GTM (PQLs, pilots, free-to-paid, expansion).
Have experience selling into regulated or high-stakes industries (FS, Life Sciences, Retail).
Are highly data-driven, with experience in pipeline analytics and forecasting.
Thrive in matrixed GTM organizations spanning Sales, Product, Marketing, and Partnerships.
Are a strong talent builder with the presence to engage senior enterprise and CRO-level stakeholders.

Responsibilities

Stand up OpenAI’s first enterprise Sales Development function, including org design, hiring plan, tooling, and performance management.
Build and scale a global SDR organization aligned to Large Enterprise, Strategic Accounts, and industry verticals.
Own the enterprise pipeline generation strategy, ensuring consistent, high-quality opportunity flow into the field.
Translate product usage, pilots, developer activity, and inbound interest into qualified enterprise opportunities.
Create vertical-specific and account-based SDR motions for Financial Services, Life Sciences, and Retail.
Partner with Sales, Field Engineering, Marketing, Partnerships, and Strategy & Ops to orchestrate a unified GTM front door.
Establish best-in-class outbound, inbound, ABM, product-led, and partner-sourced playbooks.
Build a data-driven operating system that connects SDR activity to pipeline quality, deal velocity, and revenue.
Recruit, coach, and develop second-line SDR leadership.
Serve as a strategic partner to the CRO and Sales leadership on where and how OpenAI invests to capture enterprise demand.
Serve as a strategic partner to the CRO and Sales leadership on where and how OpenAI invests to capture enterprise demand.