GTM Strategy & Planning

About the Team

OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. This long-term undertaking brings together the world’s best scientists, engineers, and business professionals. Our Go-To-Market (GTM) organization helps customers understand, adopt, and scale OpenAI’s products and platform. This role sits within Revenue Operations on the Strategic Planning team, which serves as the bridge between Strategic Finance and GTM Leadership—owning target setting, capacity planning, investment strategy, and org design to build data-backed, strategically aligned plans that enable the business to scale effectively.

About the Role

We are hiring for a GTM Strategy & Planning role to help shape how OpenAI plans, invests, and scales across our revenue organization. This role partners closely with Strategic Finance and GTM Leadership to translate company financial goals into actionable regional, segment, and team-level plans across Sales and Technical Success. You will drive headcount and investment planning, own target setting frameworks, influence segmentation and org design, and lead cross-functional planning processes that align the business around a shared operating plan. This role requires strong analytical rigor, deep knowledge of GTM strategy, financial modeling expertise, and the ability to influence senior stakeholders with a thoughtful, “best for the business” mindset.

You’ll be responsible for:

• Partner with Strategic Finance and GTM Leadership to translate company financial plans into regional and segment-level targets, investment priorities, and operating plans

• Build investment and resourcing plans across GTM to ensure capacity is aligned with strategic priorities and supports our financial plan

• Lead bi-annual planning cycles end-to-end, driving cross-functional alignment across Finance, GTM Leadership, Field Operations, Data, and Enablement

• Translate top-down plans into individual field targets that drive accountability, motivation, and performance management across the revenue organization

• Own attainment, productivity, and performance analyses to identify risks, opportunities, and areas for operational improvement

• Develop data-driven recommendations that guide GTM strategy, including segmentation and org design

• Serve as a trusted strategic partner to GTM Leadership, balancing analytical rigor with strong stakeholder management and organizational influence

We’re looking for someone with:

• 8–10+ years of experience in GTM strategy and operations, business operations, strategic finance, consulting, or a related analytical function

• Strong financial modeling and planning experience, with the ability to connect business strategy to targets, headcount, and investment decisions

• Deep understanding of GTM strategy, operating models and the key levers that drive productivity and growth

• Deep understanding of SaaS and consumption-based revenue models and GTM motions within high-growth technology environments

• Proven experience leading complex cross-functional planning processes and driving alignment across senior stakeholders

• Exceptional analytical and problem-solving skills with a strong bias toward data-driven decision-making

• Strong executive communication skills, with the ability to distill complexity into clear recommendations and influence leadership decisions

Nice to have:

• Experience working with AI products, platform businesses, or technical GTM organizations is highly preferred

• People Management experience

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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