Sales Strategy & Operations Leader

About the team

OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals into one lab together to accomplish this.

In pursuit of this mission, our Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their business. The team is made of Sales, Solutions, Support, Marketing, and Partnership professionals that work together to create valuable solutions that will help bring AI to as many users as possible.

About the Role

Our GTM team is uniquely positioned to help customers realize the transformative potential of advanced AI models for their businesses and end users. As part of the GTM Strategy & Operations team, you’ll play a critical role in guiding the GTM strategy and driving the operational efficiency to accomplish this mission.

This is a leadership role supporting the Head of Revenue where you’ll lead a team of sales strategy and operations individuals covering multiple segments across AMER and EMEA. You will serve as a trusted advisor to GTM leadership—providing data-driven insights, managing core operating cadences, and leading high-impact projects that influence how we engage with customers and scale our business. You’ll collaborate cross-functionally with Finance, Enablement, Data, and Growth Strategy teams to align efforts, drive efficiencies, and accelerate growth.

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

In this role, you'll:

• Lead, develop, and coach a team responsible for sales strategy and operations across multiple segments in AMER and EMEA, ensuring high performance and alignment to regional goals.

• Drive GTM operating cadences (e.g. forecasting, pipeline review, top accounts review, monthly / quarterly business reviews) and conduct strategic analyses to determine trends and identify opportunities for process and strategy optimization

• Collaborate with GTM leadership and cross-functional stakeholders to develop go-to market strategy, capacity planning, territory design and target allocation.

• Lead strategic projects to improve efficiency and effectiveness across the sales organization.

• Partner closely with technical teams to implement processes systematically.
  

You might thrive in this role if you have:

• 7+ years of experience in Sales Strategy & Operations, Revenue Operations, or GTM leadership at a high-growth technology company.

• Proven success leading and developing high-performing teams, including setting strategic priorities, coaching, and fostering a culture of operational excellence.

• Exceptional analytical skills and strong business acumen, with a track record of solving complex problems through data-driven insights and strategic execution.

• Experience designing and running GTM operating cadences (forecasting, pipeline reviews, business reviews) and leading strategic GTM planning, including capacity modeling, territory design, and quota setting.

• Proven ability to prioritize and deliver on complex, high-impact initiatives, leveraging strong project management skills to lead cross-functional, multi-stakeholder efforts in fast-paced environments.

• Executive presence and strong communication skills, with the ability to engage, influence, and align senior leadership.

• A demonstrated ability to thrive in ambiguity, operate autonomously, and maintain momentum in a rapidly evolving environment.

• Exceptional organizational skills with the discipline to ruthlessly prioritize and manage multiple high-impact projects simultaneously.

• High horsepower, adaptability, and comfort with frequent context-switching while maintaining quality and ownership.

• Proficiency in Salesforce.com and data analysis tools (e.g., SQL, Excel)

• Understanding of the AI landscape and how AI solutions solve real-world customer problems.

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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