GTM Strategy & Planning
About The Position
OpenAI’s Go-To-Market Strategy & Planning team is part of Revenue Operations and works at the intersection of GTM Leadership, Strategic Finance, and the broader business. The team helps shape how OpenAI invests in, organizes, and scales its revenue organization, translating company ambitions into growth strategies, financial targets, capacity plans, and investment decisions across Sales, Technical Success, Partnerships, and emerging businesses. The role is for a highly analytical and strategic operator who will help shape OpenAI’s GTM growth strategy and operating plan. The position owns planning and analytical workstreams across revenue targets, investment strategy, capacity and productivity modeling, and GTM organizational design. It partners with Strategic Finance, GTM Leadership, and cross-functional stakeholders to develop data-backed recommendations that inform executive decisions. The role is based in San Francisco, California, or New York, New York.
Requirements
- 8+ years of experience in GTM Strategy & Operations, Strategic Finance, Business Operations, management consulting, or a similarly analytical and strategic role.
- Exceptional analytical and financial modeling skills, including experience building complex models that inform strategic, financial, and operational decisions.
- Understanding of GTM strategy, revenue planning, capacity models, and the drivers of growth and productivity in high-growth technology businesses.
- Experience with SaaS, consumption-based, or usage-based business models and understanding of how different GTM motions influence revenue growth.
- Experience leading complex, cross-functional initiatives, navigating ambiguity, and aligning senior stakeholders with competing priorities.
- Strong strategic judgment and problem-solving skills, including the ability to challenge assumptions, evaluate trade-offs, and develop practical recommendations.
- Clear written and verbal communication skills, including the ability to translate complex analyses into executive narratives that influence leadership decisions.
- Ownership, intellectual curiosity, and comfort operating in a fast-paced, evolving environment.
Nice To Haves
- Experience in AI, developer platforms, cloud infrastructure, or other technical product businesses.
- Experience partnering directly with CRO, CFO, or executive leadership teams on strategic planning and investment decisions.
- Experience designing GTM coverage models, segmentation strategies, or sales productivity frameworks.
- Experience managing or mentoring team members.
Responsibilities
- Partner with GTM Leadership and Strategic Finance to translate company financial objectives into growth strategies, resource-allocation decisions, and operating plans across regions, segments, and functions.
- Build headcount, capacity, and productivity models to inform investment across Sales, Technical Success, Partnerships, and other GTM functions.
- Develop regional, segment, and team-level revenue targets and translate company financial goals into executable plans with clear accountability.
- Build scenario analyses to evaluate how hiring, productivity, product launches, partner distribution, and other growth levers affect revenue performance and investment requirements.
- Develop data-driven recommendations on segmentation, coverage models, organizational structure, and resource allocation to support growth and operational efficiency.
- Lead annual and midyear planning cycles, aligning Strategic Finance, GTM Leadership, Field Operations, Data Science, and other stakeholders around a cohesive operating plan.
- Analyze revenue attainment, capacity, productivity, and other key performance indicators to surface risks, challenge assumptions, and inform strategic decisions.
- Translate complex analyses into clear, actionable recommendations for senior leadership, balancing analytical rigor with business judgment and a company-wide perspective.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
