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.

We’re looking for a Senior Mid-Market & SMB Strategist to own demand strategy for two high-velocity segments with distinct customer needs, buying journeys, and sales motions. You’ll translate segment goals into an integrated portfolio of programs, identify the highest-leverage opportunities to improve conversion and pipeline, and align channel teams and GTM partners around a shared audience, message, handoff, and measurement plan. This is a hands-on role for someone who combines strong strategic segmentation with a practical, test-and-learn operating mindset.

In this role, you will:

• 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.

• Build 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.

You might thrive in this role if you have:

• 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.

• Strong customer judgment and the ability to translate complex products into relevant, credible programs for distinct audiences.

• Genuine curiosity about AI and enthusiasm for using it thoughtfully to improve research, planning, experimentation, and campaign operations.

Workplace & Location

This role is based in San Francisco, CA. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. Occasional travel will be required.

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.

For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement.

Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.

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