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OpenAI is hiring a Sales Development Leader to build and lead the enterprise Sales Development organization in Japan. Reporting directly to the Head of Global Sales Development, you will be a key strategic partner to Japan and APAC GTM leadership, responsible for scaling pipeline generation and market development in one of OpenAI's most important markets.
You will define how Sales Development engages enterprise customers in Japan, build and develop the local SDR organization, and create the operating model that converts product interest, developer activity, inbound demand, and targeted outbound engagement into high-quality pipeline for Enterprise and Strategic Accounts. This role requires combining global operating rigor with deep understanding of how enterprise relationships are built in Japan, developing motions that reflect local market nuances while connecting to OpenAI's broader APAC and global GTM strategy.
Key responsibilities include: building and scaling the Japan Sales Development organization with hiring strategy, team design, enablement, and performance management; leading, coaching, and developing SDRs to build a high-performing team; owning Japan enterprise pipeline generation strategy for consistent, high-quality opportunity creation; translating product usage, pilots, developer engagement, and inbound demand into qualified opportunities; developing Japan-specific and vertical-specific SDR motions reflecting local customer buying behaviors and enterprise decision-making; partnering with Sales, Marketing, Field Engineering, Partnerships, Customer Success, and Strategy & Ops teams; establishing scalable outbound, inbound, ABM, partner-led, and product-led pipeline generation playbooks; building data-driven operating cadence focused on pipeline quality, conversion, velocity, and revenue impact; identifying whitespace and emerging opportunities to inform account prioritization and GTM investment; serving as strategic partner to Japan and APAC sales leadership; and bringing customer and market insights back to regional and global teams.
OpenAI's Enterprise Go-To-Market organization helps the world's largest companies adopt and scale AI platform across their business—from ChatGPT Enterprise to developer platforms and APIs. In Japan, OpenAI partners with leading organizations across Financial Services, Manufacturing, Retail, Technology, Life Sciences, and other key industries to build AI-powered customer experiences, transform operations, and accelerate innovation.
REQUIREMENTS:
- 10+ years of experience in enterprise sales, revenue, business development, or GTM leadership
- Significant experience leading SDR, business development, or pipeline generation organizations in Japan
- Track record building or scaling enterprise demand generation engines in fast-growing technology, SaaS, cloud, developer, or platform businesses
- Strong understanding of enterprise selling in Japan, including navigating complex organizations, building senior-level relationships, and creating opportunities in strategic accounts
- Fluency in product-led and usage-based GTM motions, including PQLs, pilots, free-to-paid conversion, and expansion
- Ability to combine proactive outbound prospecting with relationship-driven nature of enterprise selling in Japan
- Highly data-driven with strong experience in forecasting, pipeline analytics, conversion metrics, and operational rigor
- Ability to thrive in matrixed organizations spanning Sales, Product, Marketing, Partnerships, Engineering, and Operations
- Exceptional talent builder who can attract, coach, and develop high-performing SDR talent
- Strong executive presence and ability to engage credibly with senior enterprise customers and partners
- Comfort operating in fast-moving environment where playbooks are still being built, with emphasis on experimentation, judgment, and adaptability
- Fluency in Japanese and ability to operate effectively in English in global business environment
