Senior Mid-Market & SMB Demand Strategist

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. 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.

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; 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

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; 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

Benefits

Hybrid work model (3 days in office per week); Relocation assistance