GTM Strategy & Operations Lead

About the team

OpenAI's mission is to ensure that artificial general intelligence benefits all of humanity. In support of that mission, the ChatGPT Ads team is building advertising products that help businesses reach customers in useful, trusted, and responsible ways.

The Ads Strategy, Planning, and Operations team is responsible for building the operating foundation for OpenAI's advertising business: GTM systems, segmentation, coverage, planning, forecasting, business rhythms, sales programs, incentives, and scalable execution across advertisers, agencies, partners, resellers, and internal teams. This team sits at the intersection of Sales, Product, Engineering, Finance, Legal, Policy, Marketing, Partnerships, and Customer Success.

About the role

We’re looking for a Sales Strategy & Operations Lead to help build the GTM operating system for ChatGPT Ads. This person will work across sales strategy, planning, systems, segmentation, forecasting, operating rhythm, sales programs, and commercial execution to help the Ads business scale with clarity, speed, and control.

This role is for someone who can move between strategy and execution: able to define operating models, build analytical frameworks, run cross-functional planning processes, improve GTM systems and data quality, and program manage high-priority sales initiatives. The ideal candidate has meaningful experience in digital advertising, media, adtech, marketplace, or platform businesses and understands the complexity of scaling sales motions across direct sales, agencies, partners, resellers, outsourced channels, and self-serve.

In this role, you’ll:

• Help build the operating foundation for ChatGPT Ads across GTM systems, segmentation, coverage, forecasting, sales planning, and business reviews.

• Partner with Sales, Ads Ops, Product, Engineering, Strategic Finance, Legal, Policy, Marketing, Partnerships, Customer Success, and Data teams to translate strategy into execution.

• Develop objective frameworks for account segmentation, coverage models, book-of-business design, seller capacity, and prioritization across sales-led and scaled motions.

• Build planning inputs for annual planning, quarterly planning, headcount planning, investment cases, territory design, market launches, and productivity modeling.

• Create and improve operating rhythms, including WBRs, MBRs, QBRs, forecast calls, pipeline reviews, executive updates, and decision forums.

• Define and track KPIs for Ads GTM, including revenue, pipeline, advertiser growth, activation, retention, forecast accuracy, seller productivity, customer health, program impact, and operational quality.

• Design and manage sales-led programs that improve advertiser acquisition, activation, adoption, retention, and spend growth.

• Program manage sales readiness for new-market or major commercial launches in coordination with Product, Legal, Marketing, Policy, Finance, Support, Measurement, and other launch owners.

• Identify processes, systems, data, and governance gaps that could limit scale, then recommend practical fixes.

• Help establish AI-native workflows that improve planning, CRM hygiene, forecasting, seller productivity, reporting, and operating reviews.

You might thrive in this role if you:

• Have 10+ years of experience in sales strategy, revenue operations, business operations, GTM strategy, strategic finance, consulting, or related operating roles.

• Have meaningful experience in digital advertising, media, adtech, agency, marketplace, or platform businesses.

• Understand the operational complexity of ads GTM, including direct sales, agencies, partners, resellers, outsourced sales, campaign lifecycle, billing, incentives, measurement, and self-serve motions.

• Have built or operated segmentation, coverage, forecasting, planning, sales programs, business reviews, or GTM systems at scale.

• Are analytically rigorous and comfortable with financial models, capacity models, account scoring, productivity analysis, and scenario planning.

• Can turn ambiguous business problems into clear operating plans, owners, metrics, timelines, and decision points.

• Communicate clearly with executives and frontline teams, and can write in a crisp, structured way.

• Are comfortable working with imperfect data while raising the bar on data quality, instrumentation, and governance over time.

• Have strong judgment about when to build process, when to keep teams moving, and how to balance speed with durability.

• Thrive in early-stage environments where playbooks need to be built, tested, and improved quickly.

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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