Strategic Business Development Representative

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 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 develop-led use cases, the GTM team turns that momentum into durable, enterprise-wide deployments. About the Role We are looking for a senior, high-agency business development representative to help build and scale our Japan Strategic & Large Enterprise, DNB and Startup motion. This person should be able to create pipeline through thoughtful outbound, strong discovery, disciplined follow-up, and clear stakeholder mapping. This is not a junior execution role. It is a front-line role for someone who can help shape the motion while working closely with ADs, technical teams, and HQ. At the same time, this role is designed as a launchpad for future sellers at OpenAI. It’s a highly strategic position with meaningful exposure to enterprise sales, product, and customer strategy. You’ll build core skills in discovery, stakeholder mapping, deal shaping, and executive communication, while developing a deep understanding of how leading companies adopt AI. Recommended Seniority - 7-10 years of total work experience - 3-5+ years of relevant experience in SDR, BDR, inside sales, startup sales, enterprise/commercial AD, or similar GTM roles - Some closing or full-cycle sales experience is strongly preferred We’re looking for individuals with 7–6+ years of total work experience who are motivated to grow into world-class enterprise sellers over time. Many people in this role go on to become Account Directors or take on broader GTM roles, but progression is based on performance and business needs rather than a fixed timeline. In this role, you’ll identify, shape, and advance complex enterprise opportunities by turning product usage, pilots, and inbound demand into qualified, high-conviction opportunities for our Enterprise and Strategic Accounts teams. For the right person, this is one of the most accelerated paths to break into sales at OpenAI and build a long-term career in AI go-to-market. In this role, you will: - Run high-quality outbound motions tailored to Japan Strategic & Large Enterprise, DNB and Startup accounts - Turn product usage, inbound interest, pilot activity, and outbound efforts into qualified pipeline - Partner with Account Directors on account strategy, multi-threading, and deal progression - Lead high-quality discovery to uncover business priorities, map stakeholders, and assess enterprise readiness - Contribute to pipeline reviews by sharing outbound activity, account insights, and early competitive signals - Build and iterate on AI-enabled GTM workflows (GPTs/Agents) to scale prospecting and qualification - Provide local market feedback to HQ and help improve playbooks for Japan Must-Have Qualifications - Native or near-native Japanese, with strong business communication skills - Business-level English, with the ability to work effectively with HQ and cross-functional teams - Strong track record in B2B SaaS, technology sales development, startup sales, or similar roles - Proven ability to generate pipeline through outbound prospecting and inbound qualification - Strong discovery skills, follow-up discipline, and stakeholder mapping ability - Comfortable speaking with technical buyers such as Product, Engineering, IT, Data, or Security stakeholders - High ownership, strong judgment, and comfort operating in an ambiguous and fast-moving environment Preferred Qualifications - 7-10 years of total work experience - 3-5+ years of relevant experience in SDR, BDR, inside sales, startup sales, enterprise/commercial AD, or similar GTM roles - Some closing or full-cycle sales experience is strongly preferred - Can build trust quickly with Japanese customers - Experience in startup or high-growth environments selling into regulated or complex industries (Financial Services, Life Sciences, Retail) - Some closing or full-cycle sales experience and a track record of consistently hitting and exceeding ambitious targets - Experience selling API, developer tools, cloud, data, security, or other technical products - Strong hands-on experience using AI, with a deep interest in the landscape and the ability to translate OpenAI products into clear, tangible business value for customers - You’re comfortable with ambiguity, moving quickly, and operating well with a high degree of ownership - Can act as a strong bridge between Japan market needs and HQ About OpenAI OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanit