GTM Strategy & Operations Lead - BDR

About the team OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals into one lab together to accomplish this. In pursuit of this mission, our Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their business. The team is made of Sales, Solutions, Support, Marketing, and Partnership professionals that work together to create valuable solutions that will help bring AI to as many users as possible. About the Role Our GTM team is uniquely positioned to help customers realize the transformative potential of advanced AI models for their businesses and end users. As part of the GTM Operations team, you’ll play a critical role in guiding the GTM strategy and driving the operational efficiency to accomplish this mission. The BDR Strategy & Operations Lead role is a critical part of our GTM Operations team, focused on optimizing the systems, processes, and programs that drive pipeline creation. You will work at the intersection of inbound process improvement, outbound motion design, and funnel health reporting to ensure our sales teams are set up for success. This role partners closely with Sales, Sales Strategy and Operations, Marketing, Enablement, and Systems teams to improve lead management workflows, drive prospecting effectiveness, and create scalable, repeatable pipeline generation programs. This is an exciting opportunity for someone who thrives at the early stages of the funnel — solving for quality, speed, and conversion — and who is passionate about building operational foundations that power high-growth sales teams. In this role, you'll: Improve lead enrichment, scoring, grading, and routing workflows to ensure high-quality, correctly prioritized lead delivery to the right sellers. Partner with Systems teams to design routing criteria and workflows within CRM and marketing automation tools. Build and maintain reporting to track lead and pipeline progression across the full funnel — from lead to MQL to qualified opportunity. Diagnose pipeline creation gaps and funnel drop-offs by product, segment, region, and deal size. Support design on pipeline targets to ensure sufficient coverage against targets Partner with Sales, Marketing, and Enablement teams to design structured outbound programs that drive prospecting effectiveness. Define program objectives, target account criteria, messaging strategies, enablement needs, and incentives. You might thrive in this role if you have: Experience in BDR/SDR strategy & operations, top of funnel, sales programs, revenue operations or strategy at a high-growth, technology company. Proficiency in Salesforce.com and data analysis tools (e.g., SQL, Excel). Strong analytical skills with a focus on attention to detail. Exceptional project management skills, with experience leading complex, cross-functional initiatives. Strong communication skills and executive presence. An understanding of the AI landscape, our applications, and the problems they solve for our customers. The ability to thrive in ambiguity and work autonomously. Exceptional organizational skills. The ability to operate with high horsepower, be adept at frequent context switching and working on multiple projects at once with expansive ownership, and ruthless prioritization. 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 employme