GTM Strategy & Operations Lead, Ads Solutions

OpenAI•San Francisco, CA

6d•$239,000 - $325,000

About The Position

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. 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.

Requirements

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.

Responsibilities

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.