Manager, Sales Development

About the team 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 platform 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 developer-led use cases, the GTM team turns that momentum into durable, enterprise-wide deployments. Sales Development sits at the front of this motion—where technical curiosity becomes executive engagement and OpenAI’s enterprise relationships begin. ABOUT THE ROLE We are hiring a Sales Development Manager, EMEA to lead a team of SDRs supporting our Enterprise Sales team across EMEA. Reporting into the Head of EMEA Sales Development, this role will be responsible for coaching and developing a high-performing team focused on generating qualified pipeline and creating strategic enterprise opportunities. This is a foundational front-line leadership role within OpenAI’s enterprise GTM organization. You will help define how we engage prospective customers, convert product and developer interest into enterprise conversations, and scale repeatable outbound and inbound motions across some of the world’s largest organizations. You will partner closely with Sales, Marketing, Solutions Engineering, Partnerships, and Strategy & Operations to drive pipeline generation and help shape the future of OpenAI’s enterprise growth engine. Please note this role is based in Dublin with office attendance required 3 days a week. In this role, you will - Lead, coach, and develop a team of SDRs supporting Enterprise sales teams across EMEA - Drive high-quality pipeline generation through outbound prospecting, inbound qualification, account-based motions, and product-led signals - Establish strong operational rigor around activity metrics, conversion rates, pipeline quality, and execution consistency - Partner closely with Account Directors and enterprise sales leadership on territory planning, account prioritization, and opportunity development - Help define scalable SDR playbooks across outbound, inbound, ABM, partner-sourced, and product-led motions - Coach SDRs on executive communication, discovery, account research, and strategic prospecting - Build a high-performance, collaborative, and low-ego team culture focused on continuous improvement - Work cross-functionally with Marketing, Partnerships, Solutions Engineering, and Strategy & Operations to optimize pipeline generation efforts - Support hiring, onboarding, and ramping of new SDR talent as the organization scales - Bring market feedback and customer insights back into the broader GTM organization YOU MAY THRIVE IN THIS ROLE IF YOU - Have 6–10+ years of experience and overachievement in sales, business development, or GTM roles, with at least 3+ years in management - Bring experience managing SDRs or business development teams in enterprise SaaS or platform businesses - Have a strong understanding of enterprise prospecting, pipeline generation, and outbound strategy - Are highly operational and data-driven, with experience managing metrics, conversion funnels, and forecasting - Thrive in fast-paced, high-growth environments with evolving processes and ambiguity - Have experience partnering closely with Enterprise Sales teams on strategic account development - Are an exceptional coach who knows how to develop early-career talent into high-performing sales professionals - Communicate effectively with both technical and executive stakeh