Description
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 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
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 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.