Inbound SDR Pipeline Lead

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

In this role, you will own the pipeline number generated by SDR-led inbound and scaled outbound motions across mid-market, digital natives, and downmarket segments. Work with cross-functional partners (Data Science, Rev Ops, GTM Growth/Automation, GTMi) to build and deploy a modern, AI-enabled engine that converts demand into qualified pipeline and creates efficient outbound coverage at scale.

In this role, you will:

• Pipeline creation targets for inbound SDR motions

• Conversion from lead to meeting, meeting to qualified opportunity, and opportunity to pipeline

• SDR prioritization, routing, SLAs, qualification standards, and follow-up quality

• Inbound strategy across high-volume accounts and lower-ACV segments

• Partnering with GTM Growth to build and deploy agentic and automation workflows that improve speed, personalization, coverage, and efficiency

• Performance management across SDR teams, managers, vendors, and tooling

• Operating cadence with Marketing, Sales, RevOps, GTM Growth, and Data teams

• Experimentation roadmap across messaging, segmentation, scoring, channels, and automation

What Success Looks Like

• Predictable monthly and quarterly SDR-sourced inbound pipeline attainment

• Faster inbound response times and higher conversion rates

• More efficient outbound coverage with lower manual effort

• Clear visibility into what is working by segment, source, channel, and rep

• Strong alignment between SDR activity and sales-accepted pipeline

• A scalable operating model where AI augments the team without lowering quality

You might thrive in this role if you:

• Have experience owning SDR, demand response, pipeline generation, or growth operations targets

• Have strong command of inbound funnel mechanics and scaled outbound systems

• Are comfortable using AI, automation, data, and experimentation to improve GTM performance

• You are able to translate strategy into operating rhythms, dashboards, coaching, and execution

• You are highly cross-functional, with strong partnerships across Sales, Marketing, Data Science, GTMi, GTM Growth/Automation, and RevOps

• You have clear judgment on where humans matter most and where automation should take over

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 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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