Top of Funnel Operations

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 Top of Funnel Operations 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.

This role is based in our San Francisco or New York City office. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

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.

• Package sales plays into easy-to-execute playbooks, monitor adoption, and report on program performance (account engagement, meetings booked, opportunities created, revenue influence).

• Iterate on plays based on field feedback and performance insights.

You might thrive in this role if you have:

• Experience in 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 do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, veteran status, disability or any other legally protected status.

OpenAI Affirmative Action and Equal Employment Opportunity Policy Statement

For US Based Candidates: Pursuant to the San Francisco Fair Chance Ordinance, we will consider qualified applicants with arrest and conviction records.

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

OpenAI Global Applicant Privacy Policy

At OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared. Join us in shaping the future of technology.