GTM Planning Operations

OpenAI•San Francisco, CA

About The Position

We are hiring a GTM Planning operator to own target setting, segmentation, and coverage design centrally across our GTM organization. This is a high-impact individual contributor role responsible for defining how we set targets, structure GTM teams, and deploy coverage across segments and geographies. You will translate company growth goals into clear, actionable plans for the field and drive consistency and rigor across GTM planning processes. You will partner closely with Sales, Technical Success, and Finance leadership to shape planning decisions, frame tradeoffs, and continuously evolve how we maximize growth and efficiency.

Requirements

7+ years of experience in Sales Strategy, GTM Strategy & Planning, Revenue Operations, or similar roles in a high-growth B2B environment
Direct experience owning or heavily contributing to target setting, quota development, segmentation, and/or territory design
Strong understanding of GTM mechanics (quota setting, territory design, book construction, coverage models)
Deep modeling experience, including capacity modeling and topline / target setting (e.g., financial plans, quotas) to support GTM planning decisions
Proven ability to translate business goals into structured plans and field-ready targets
Advanced analytical skills (SQL, spreadsheets, BI tools such as Tableau) and experience with and planning platforms (e.g., Anaplan or similar tools)
Strong communication and stakeholder management skills with the ability to influence senior leaders
High ownership and ability to lead complex, cross-functional workstreams end-to-end

Nice To Haves

Experience in consumption-based or usage-based models (e.g., API, PLG, hybrid motions)
Experience in multi-product or rapidly evolving GTM environments
Familiarity with AI products and the AI/ML ecosystem

Responsibilities

Define and own the GTM region & segment target-setting methodology
Translate company-level revenue goals into quotas across segments, roles, and regions
Drive tradeoffs across growth, efficiency, and coverage in partnership with Finance and GTM leadership
Define customer and market segmentation (e.g., enterprise, midmarket, SMB, industry verticals, product motions)
Continuously refine segmentation based on core KPIs and market dynamics
Ensure segmentation is consistently applied across planning and territory execution
Evolve coverage models in partnership with GTM leadership to optimize growth, efficiency, and customer engagement
Analyze GTM performance drivers (e.g., attainment, segment performance, book size, coverage ratios)
Identify opportunities to improve growth and efficiency
Translate analysis into clear, actionable recommendations for leadership
Partner closely with Sales leadership to ensure plans are credible and executable in the field
Incorporate field feedback into planning iterations
Deliver clear, executive-ready narratives to support planning decisions
Drive how targets and segmentation are implemented in systems (e.g., Salesforce, BI tools)
Partner with data and systems teams to ensure accuracy, scalability, and consistency
Improve usability and reliability of planning data across GTM workflows