Business Development Representative - Remote Eligible

Senior Business Development Representative

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.

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.

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.

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

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.

We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this link.

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