Top of Funnel Operations

📌 Core Information

🔹 Job Title: Top of Funnel Operations

🔹 Company: OpenAI

🔹 Location: New York, NY (Hybrid: 3 days in office)

🔹 Job Type: Full-Time

🔹 Category: Operations, Sales

🔹 Date Posted: April 29, 2025

🔹 Experience Level: 2-5 years

🔹 Remote Status: Hybrid (3 days in office per week)

🚀 Job Overview

Key aspects of this role include:

• Optimizing systems, processes, and programs that drive pipeline creation
• Improving lead management workflows and driving prospecting effectiveness
• Collaborating with cross-functional teams to create scalable, repeatable pipeline generation programs
• Working at the intersection of inbound process improvement, outbound motion design, and funnel health reporting
• Ensuring sales teams are set up for success by providing high-quality, correctly prioritized leads

ASSUMPTION: This role requires a strong focus on early-stage funnel optimization, with a balance of analytical, operational, and collaborative skills.

📋 Key Responsibilities

✅ Improve lead enrichment, scoring, grading, and routing workflows to ensure high-quality, correctly prioritized lead delivery to the right sellers

✅ Partner with Systems teams to design routing criteria and workflows within CRM and marketing automation tools

✅ Build and maintain reporting to track lead and pipeline progression across the full funnel – from lead to MQL to qualified opportunity

✅ Diagnose pipeline creation gaps and funnel drop-offs by product, segment, region, and deal size

✅ Support design on pipeline targets to ensure sufficient coverage against targets

✅ Partner with Sales, Marketing, and Enablement teams to design structured outbound programs that drive prospecting effectiveness

✅ Package sales plays into easy-to-execute playbooks, monitor adoption, and report on program performance (account engagement, meetings booked, opportunities created, revenue influence)

✅ Iterate on plays based on field feedback and performance insights

ASSUMPTION: This role involves a mix of strategic planning, data analysis, and cross-functional collaboration to optimize the sales funnel.

🎯 Required Qualifications

Education: Bachelor's degree in a related field (e.g., Business, Marketing, or a similar discipline)

Experience: 2-5 years of experience in top of funnel, sales programs, revenue operations, or strategy at a high-growth, technology company

Required Skills:

• Proficiency in Salesforce.com and data analysis tools (e.g., SQL, Excel)
• Strong analytical skills with a focus on attention to detail
• Exceptional project management skills, with experience leading complex, cross-functional initiatives
• Strong communication skills and executive presence
• An understanding of the AI landscape, OpenAI's applications, and the problems they solve for customers
• The ability to thrive in ambiguity and work autonomously
• Exceptional organizational skills
• The ability to operate with high horsepower, be adept at frequent context switching, and work on multiple projects at once with expansive ownership and ruthless prioritization

Preferred Skills:

• Experience with marketing automation tools (e.g., Marketo, Pardot)
• Familiarity with AI and machine learning concepts

ASSUMPTION: Candidates should have a strong foundation in sales operations, data analysis, and project management, with a willingness to learn about AI and OpenAI's products.

💰 Compensation & Benefits

Salary Range: $265,000 - $265,000 per year (This is the provided salary range. It is subject to change and may vary based on experience and location.)

Benefits:

• Health, dental, and vision insurance
• 401(k) plan with company matching
• Generous time off (vacation, sick, and holidays)
• Parental leave
• Professional development opportunities

Working Hours: Full-time (40 hours per week) with a hybrid work model (3 days in the office per week)

ASSUMPTION: The salary range provided is inclusive of the base salary and may include additional compensation components such as bonuses or equity.

📌 Applicant Insights

🔍 Company Context

Industry: OpenAI operates in the AI research and deployment sector, focusing on creating safe, general-purpose artificial intelligence that benefits all of humanity.

Company Size: OpenAI has 201-500 employees, providing a mid-sized company environment with ample opportunities for collaboration and growth.

Founded: OpenAI was founded in 2015, with a mission to ensure that general-purpose artificial intelligence benefits all of humanity.

Company Description:

• OpenAI is dedicated to putting the alignment of interests first – ahead of profit – to ensure that AI is created with safety and human needs at its core.
• The company values diversity, equity, and inclusion, investing in initiatives to encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.
• OpenAI believes in the potential of AI to help people solve immense global challenges and wants the upside of AI to be widely shared.

Company Specialties:

• Artificial Intelligence and Machine Learning

Company Website: openai.com

ASSUMPTION: OpenAI is a mission-driven company focused on creating safe, beneficial AI, with a strong commitment to diversity, equity, and inclusion.

📊 Role Analysis

Career Level: This role is suitable for mid-career professionals with 2-5 years of experience in relevant fields.

Reporting Structure: The Top of Funnel Operations role reports directly to the Head of GTM Operations.

Work Arrangement: This is a hybrid role, with 3 days in the office per week. The office is located in San Francisco or New York City, with relocation assistance provided for new employees.

Growth Opportunities:

• Expanding responsibilities as the company grows and the GTM team evolves
• Potential to move into other operational roles within the company or explore career paths in sales, marketing, or management

ASSUMPTION: This role offers opportunities for professional growth and development within a dynamic, mission-driven organization.

🌍 Location & Work Environment

Office Type: Open, collaborative workspaces with a focus on employee comfort and productivity

Office Location(s): San Francisco, CA (Headquarters) and New York, NY

Geographic Context:

• San Francisco: A tech hub with a vibrant startup scene, offering a diverse range of cultural attractions and a mild Mediterranean climate
• New York: A global financial and cultural center, with a fast-paced environment and a wide variety of entertainment options

Work Schedule: Full-time (40 hours per week) with a hybrid work model (3 days in the office per week)

ASSUMPTION: The work environment at OpenAI is collaborative, mission-driven, and focused on creating safe, beneficial AI.

💼 Interview & Application Insights

Typical Process:

• Phone or video screen with a member of the Talent Acquisition team
• Technical interview with a member of the GTM Operations team
• On-site interview with the Head of GTM Operations and other team members
• Final interview with a senior leader or executive

Key Assessment Areas:

• Problem-solving skills and analytical thinking
• Project management and organizational skills
• Communication and collaboration skills
• Understanding of AI and OpenAI's products

Application Tips:

• Highlight relevant experience in top of funnel sales programs, revenue operations, or strategy
• Demonstrate strong analytical skills and provide examples of data-driven decision-making
• Showcase your ability to thrive in ambiguity and work autonomously
• Tailor your resume and cover letter to emphasize your fit for this specific role and OpenAI's mission

ATS Keywords: Top of Funnel, Sales Programs, Revenue Operations, Data Analysis, Project Management, AI, OpenAI, Pipeline Creation, Funnel Optimization

ASSUMPTION: The interview process at OpenAI is designed to assess candidates' skills, cultural fit, and alignment with the company's mission.

🛠️ Tools & Technologies

• Salesforce.com
• Data analysis tools (e.g., SQL, Excel)
• Marketing automation tools (e.g., Marketo, Pardot)

ASSUMPTION: The required tools and technologies for this role are standard in the industry and can be learned or improved upon with relevant experience.

👔 Cultural Fit Considerations

Company Values:

• Safety: Ensuring that AI is created with safety and human needs at its core
• Collaboration: Working together to achieve our mission
• Inclusion: Valuing and encompassing the many different perspectives, voices, and experiences that form the full spectrum of humanity

Work Style:

• Data-driven: Making decisions based on data and analysis
• Collaborative: Working closely with cross-functional teams to achieve shared goals
• Adaptable: Thriving in ambiguity and embracing change

Self-Assessment Questions:

• How do you ensure that your work aligns with OpenAI's mission to create safe, beneficial AI?
• Can you provide an example of a time when you had to adapt to significant changes in your work environment or role?
• How do you approach collaborating with diverse teams and incorporating different perspectives into your work?

ASSUMPTION: OpenAI values candidates who are passionate about creating safe, beneficial AI and who can thrive in a collaborative, mission-driven work environment.

⚠️ Potential Challenges

• Working in a fast-paced, dynamic environment with frequent changes and priorities
• Balancing multiple projects and responsibilities with expansive ownership and ruthless prioritization
• Navigating a complex, cross-functional role that requires strong collaboration and communication skills
• Adapting to a hybrid work model with a mix of in-office and remote work

ASSUMPTION: These challenges are inherent to the role and require a candidate who can thrive in ambiguity and adapt to change.

📈 Similar Roles Comparison

• Compared to other sales operations roles, this position has a stronger focus on early-stage funnel optimization and collaboration with cross-functional teams
• In the AI industry, OpenAI is known for its commitment to creating safe, beneficial AI, setting it apart from other companies in the sector
• Career-wise, this role offers opportunities for growth and development within a dynamic, mission-driven organization, with potential paths in sales, marketing, or management

ASSUMPTION: This role is unique in its focus on early-stage funnel optimization and its alignment with OpenAI's mission to create safe, beneficial AI.

📝 Sample Projects

• Developing and implementing a new lead scoring model to improve lead quality and prioritization
• Designing and executing an outbound prospecting campaign to target high-potential accounts
• Analyzing funnel performance data to identify gaps and opportunities for optimization

ASSUMPTION: These sample projects illustrate the data-driven, collaborative, and adaptable nature of the role.

❓ Key Questions to Ask During Interview

• Can you describe the most significant challenges facing the GTM team currently, and how this role will help address them?
• How does OpenAI ensure that its AI products are created with safety and human needs at their core?
• What opportunities are there for professional growth and development within the GTM team and OpenAI as a whole?
• How does the hybrid work model support employee productivity and work-life balance?
• Can you provide an example of a time when the company adapted its approach to AI development or deployment based on new insights or feedback?

ASSUMPTION: These questions demonstrate a candidate's interest in the role, the company, and its mission, while also gathering valuable insights into the work environment and culture.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume and cover letter to emphasize your fit for this specific role and OpenAI's mission
• Prepare examples of your experience with data-driven decision-making, project management, and collaboration
• Follow up with the hiring manager one week after submitting your application to express your continued interest in the role

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.