GTM Strategy & Planning

About the team

OpenAI’s mission is to ensure that artificial general intelligence (AGI) benefits all of humanity. Our Go-To-Market (GTM) organization helps customers adopt and scale OpenAI’s products and platform.

The GTM Strategy & Planning team sits within Revenue Operations and works at the intersection of GTM Leadership, Strategic Finance, and the broader business. We shape how OpenAI invests, organizes, and scales its revenue organization, translating company ambitions into actionable growth strategies, financial targets, capacity plans, and investment decisions.

Our work spans OpenAI’s global GTM organization, including Sales, Technical Success, Partnerships, and emerging businesses. We partner closely with senior leadership to ensure our resources support the highest-impact opportunities as the business grows.

About the role

We’re looking for a highly analytical and strategic operator to help shape OpenAI’s GTM growth strategy and operating plan.

In this role, you’ll tackle some of the most important questions facing our revenue organization: Where should we invest to accelerate growth? How should we allocate resources across markets, segments, and customer motions? What level of productivity can we expect as we scale? How do we translate ambitious financial goals into executable plans?

You’ll own planning and analytical workstreams spanning revenue targets, investment strategy, capacity and productivity modeling, and GTM organizational design. Working closely with Strategic Finance, GTM Leadership, and cross-functional partners, you’ll develop rigorous, data-backed recommendations that inform executive decisions.

This role is ideal for someone who combines strong financial and analytical skills with strategic judgment, thrives in ambiguity, and can move between detailed modeling and executive-level decision-making.

This role is based in San Francisco, CA or New York, NY.

In this role, you will:

• 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 where and how OpenAI invests across Sales, Technical Success, Partnerships, and other GTM functions.

• Develop regional, segment, and team-level revenue targets, translating 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.

You might thrive in this role if you:

• Have 8+ years of experience in GTM Strategy & Operations, Strategic Finance, Business Operations, management consulting, or a similarly analytical and strategic role.

• Have exceptional analytical and financial modeling skills, with experience building complex models that inform strategic, financial, and operational decisions.

• Understand GTM strategy, revenue planning, capacity models, and the drivers of growth and productivity in high-growth technology businesses.

• Have experience with SaaS, consumption-based, or usage-based business models and understand how different GTM motions influence revenue growth.

• Have led complex, cross-functional initiatives, navigated ambiguity, and aligned senior stakeholders with competing priorities.

• Bring strong strategic judgment and problem-solving skills, including the ability to challenge assumptions, evaluate trade-offs, and develop practical recommendations.

• Communicate clearly in writing and in conversation, translating complex analyses into executive narratives that influence leadership decisions.

• Demonstrate ownership, intellectual curiosity, and comfort operating in a fast-paced, evolving environment.

You may also bring:

• 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.

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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