GTM Strategy & Operations Lead, Enterprise

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 Strategy & Operations team drives the systems, insights, and operating rhythms that help scale Enterprise revenue growth. In this role, you’ll partner closely with Enterprise Sales leadership to guide strategy, improve operational efficiency, and manage core business cadences across the Enterprise organization.

You’ll lead high-impact cross-functional initiatives, translate business performance into executive-ready recommendations, and help evolve the sales motions and planning processes needed to support rapid growth. This role partners closely with Sales, Finance, Product, Enablement, Data, Growth Strategy, and Systems teams to improve execution and accelerate durable revenue growth Drive Enterprise GTM Strategy - Partner with Enterprise Sales leadership on growth strategy, coverage models, and resource planning - Translate business performance and customer insights into actionable recommendations Build the Operating System - Own forecasting, pipeline reviews, business reviews, and performance reporting - Create scalable processes, metrics, and operating cadences that improve execution and accountability Improve Sales Performance - Analyze pipeline, productivity, territory design, and sales effectiveness to identify growth opportunities and operational gaps - Lead initiatives that improve efficiency across the revenue organization Lead Cross-Functional Execution - Partner across Sales, Finance, Enablement, Data, Product, Growth Strategy, and Systems to drive high-impact initiatives - Align stakeholders on priorities, milestones, and outcomes Communicate With Leadership - Deliver executive-ready insights, recommendations, and business updates - Simplify complex analysis into clear actions, risks, and opportunities You Might Thrive In This Role If You Have - 10+ years in GTM strategy, sales operations, consulting, strategic finance, or revenue operations at a high-growth technology company - Experience supporting Enterprise sales organizations in complex B2B or AI-driven businesses - Strong analytical, operational, and executive communication skills - Experience with territories, forecasting, pipeline management, and sales operating cadences - Proficiency with Salesforce, SQL, spreadsheets, and BI tools - Ability to lead cross-functional initiatives and operate effectively in fast-moving, ambiguous environments 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 https://cdn.openai.com/policies/eeo-policy-statement.pdf.

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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