Senior Mid-Market & SMB Demand Strategist
About The Team
The B2B Marketing team is responsible for helping businesses understand, adopt, and get value from OpenAI’s products. B2B marketing is a major and growing priority for OpenAI as we scale our work with companies, developers, and institutions around the world.
About The Role
Within B2B Marketing, Demand Generation builds the integrated, full-funnel engine that connects audience insights, content, field and digital experiences, paid media, lifecycle, and sales follow-through to qualified pipeline. We partner closely with Sales, Partnerships, Product Marketing, Communications, Creative, Web, RevOps, Analytics, and regional teams to create a cohesive customer experience and scale what works.
Responsibilities
Own the Mid-Market and SMB demand strategy, including segment priorities, audience definitions, pipeline goals, program portfolio, investment recommendations, and quarterly roadmap.
Translate segment insights into integrated campaigns and always-on journeys across web, email, paid media, webinars, content, partners, and sales-assisted follow-up.
Partner with Product Marketing and Sales to define ideal customer profiles, buyer needs, priority use cases, value propositions, and offers for each segment.
Work with Web, Lifecycle, RevOps, SDR, and Sales to improve high-intent conversion paths, qualification, routing, speed-to-lead, and follow-up quality.
Create a disciplined testing agenda across audiences, messaging, offers, channels, landing experiences, and nurture paths, scaling what works and stopping low-impact programs.
Establish a segment-level performance view across lead quality, conversion, qualified pipeline, velocity, efficiency, and downstream revenue outcomes.
Identify where programs and journeys can scale across segments and where Mid-Market and SMB require materially different audiences, messaging, experiences, or sales motions.
Create operating rhythms, briefs, and decision frameworks that keep cross-functional partners aligned on goals, dependencies, owners, decisions, and next actions.
Requirements
10+ years experience doing B2B demand generation, growth, segment marketing, or integrated campaign experience, ideally spanning both sales-assisted and higher-velocity motions.
A track record of translating revenue goals into audience strategies, campaign plans, funnel assumptions, and measurable pipeline outcomes.
Strong understanding of segmentation, lifecycle journeys, digital acquisition, conversion optimization, lead management, and Sales/SDR alignment.
Strong analytical fluency across funnel performance, cohort analysis, experimentation, budget tradeoffs, and channel economics.
The ability to create clear strategy while staying close enough to execution to unblock teams, identify opportunities, and improve the work.
Demonstrated ability to influence and align cross-functional partners in fast-moving, matrixed environments.
Genuine curiosity about AI and enthusiasm for using it thoughtfully to improve research, planning, experimentation, and campaign operations.
Qualifications
Experience in a similar role within a tech or software company.
Proven success in driving demand generation and pipeline growth.
Strong communication and collaboration skills.
Ability to manage multiple projects simultaneously and meet deadlines.
Experience with CRM tools and marketing automation platforms.
Skills
Strategic thinking and problem-solving skills.
Excellent organizational and project management skills.
Strong analytical and quantitative skills.
Effective communication and presentation skills.
Experience with data-driven decision making.
Benefits
OpenAI offers a competitive compensation range of $266K - $295K, along with comprehensive benefits including health insurance, retirement plans, and paid time off.
Pay
$266K - $295K
Schedule
Hybrid work model of 3 days in the office per week, with occasional travel required.
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. For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement.