About this role
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,