About this role
Guiding a team of sales development representatives, the manager oversees pipeline generation and outbound prospecting for enterprise accounts across North America. Daily responsibilities involve establishing operational rigor around activity metrics, coaching representatives on executive communication, and partnering closely with sales leadership on territory planning.
Operating within the enterprise go-to-market organization, the team helps large companies adopt artificial intelligence platforms through structured pilots and developer-led use cases. The group collaborates across marketing, solutions engineering, and partnerships to convert product interest into durable enterprise deployments. Ideal candidates bring substantial enterprise sales experience and thrive in fast-paced environments with evolving processes.
What you will do
- Manage, coach, and develop a team of sales development representatives supporting large enterprise accounts across North America.
- 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 playbooks across outbound, inbound, account-based marketing, and partner-sourced motions.
- Work cross-functionally with marketing, partnerships, solutions engineering, and operations to optimize pipeline generation efforts.
- Support hiring, onboarding, and ramping of new talent as the organization scales.
What you need
- Bring six to ten or more years of experience in sales, business development, or go-to-market roles.
- Possess experience managing sales development or business development teams in enterprise software-as-a-service or platform businesses.
- Demonstrate a strong understanding of enterprise prospecting, pipeline generation, and outbound strategy.
- Display a highly operational and data-driven approach with experience managing metrics, conversion funnels, and forecasting.
- Communicate effectively with both technical and executive stakeholders while maintaining high standards and accountability.
Benefits
- Offers Equity
Questions candidates ask
What is the compensation range for this role?
The compensation range for this position is $261K to $305K USD and includes offered equity.
Which team will I be supporting?
You will lead a team of SDRs supporting our Large Enterprise business, Verticals, and Strategic Accounts across AMER.
Who does this position report to?
This role reports into Sales Development leadership within OpenAI's enterprise GTM organization.