Inbound SDR Pipeline Lead
WFA Digital Insight
As the demand for AI-powered solutions grows, companies like Openai are looking for skilled professionals to drive their go-to-market strategies. With a 25% increase in AI adoption among enterprises in the past year, the need for specialists who can bridge the gap between technical innovation and business growth has never been more pressing. Openai's commitment to safety and human-centric AI development makes this role an exciting opportunity for those who want to be at the forefront of this revolution. Candidates should be prepared to showcase their expertise in GTM, sales development, and AI-enabled tools to succeed in this position.
Job Description
About the Role
The Inbound SDR Pipeline Lead role at Openai is a critical position that focuses on driving the company's go-to-market strategy through the development of a robust inbound sales pipeline. This involves working closely with cross-functional teams, including data science, revenue operations, and sales, to create and implement a modern, AI-enabled engine that converts demand into qualified pipeline. The successful candidate will be responsible for owning the pipeline number generated by SDR-led inbound and scaled outbound motions across mid-market, digital natives, and downmarket segments.As part of the Enterprise Go-To-Market organization, this role plays a pivotal part in helping the world's largest companies adopt and scale Openai's AI platform. The team's efforts are centered on building new AI-powered customer experiences, transforming operations, and reimagining how work gets done in highly regulated and technically complex environments. The inbound SDR pipeline lead will be at the forefront of this motion, turning technical curiosity into executive engagement and laying the foundation for Openai's enterprise relationships.
The role is based in San Francisco and offers the opportunity to work with a cutting-edge AI research and deployment company that is dedicated to ensuring general-purpose artificial intelligence benefits all of humanity.
What You Will Do
- Develop and execute inbound SDR strategies to drive pipeline growth across mid-market, digital natives, and downmarket segments.
- Collaborate with cross-functional partners to build and deploy a modern, AI-enabled engine that converts demand into qualified pipeline.
- Work with the GTM growth team to build and deploy agentic and automation workflows that improve speed, personalization, coverage, and efficiency.
- Own pipeline creation targets for inbound SDR motions and ensure predictable monthly and quarterly SDR-sourced inbound pipeline attainment.
- Manage the conversion of leads to meetings, meetings to qualified opportunities, and opportunities to pipeline.
- Define SDR prioritization, routing, SLAs, qualification standards, and follow-up quality.
- Develop and implement inbound strategies across high-volume accounts and lower-ACV segments.
- Partner with GTM growth to build and deploy automation workflows that improve speed, personalization, coverage, and efficiency.
- Manage performance across SDR teams, managers, vendors, and tooling.
- Establish an operating cadence with marketing, sales, revenue operations, GTM growth, and data teams.
- Develop an experimentation roadmap across messaging, segmentation, scoring, channels, and automation.
What We Are Looking For
- Experience owning SDR, demand response, pipeline generation, or growth operations targets.
- Strong command of inbound funnel mechanics and scaled outbound systems.
- Comfort using AI, automation, data, and experimentation to improve GTM performance.
- Ability to translate strategy into operating rhythms, dashboards, coaching, and execution.
- Strong cross-functional skills, with experience partnering across sales, marketing, data science, GTMi, GTM growth/automation, and revenue operations.
- Clear judgment on where humans matter most and where automation should take over.
- Experience working with AI-enabled tools and platforms.
- Strong analytical and problem-solving skills.
- Excellent communication and interpersonal skills.
- Ability to work in a fast-paced environment and adapt to changing priorities.
Nice to Have
- Experience working in the AI or technology industry.
- Knowledge of sales development and pipeline management best practices.
- Familiarity with CRM systems and sales automation tools.
- Certification in sales or marketing.
Benefits and Perks
- Competitive salary and benefits package.
- Opportunity to work with a cutting-edge AI research and deployment company.
- Collaborative and dynamic work environment.
- Professional development opportunities.
- Flexible working hours and remote work options.
- Access to the latest AI-enabled tools and technologies.
- Comprehensive health insurance and wellness programs.
- Generous paid time off and vacation policy.
How to Stand Out
- Develop a strong understanding of AI-enabled tools and platforms to stand out in the application process.
- Highlight your experience in sales development and pipeline management, and be prepared to provide specific examples of your achievements.
- Showcase your ability to work in a fast-paced environment and adapt to changing priorities.
- Be prepared to discuss your experience with cross-functional teams and how you have managed performance across different departments.
- Research Openai's commitment to safety and human-centric AI development and be prepared to discuss how your skills and experience align with this mission.
- Prepare to discuss your experience with experimentation roadmaps and how you have used data and analytics to drive GTM growth.
- Be prepared to provide examples of how you have used AI and automation to improve sales development and pipeline management.
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