GTM Strategy & Planning

OpenAI's Go-To-Market (GTM) organization helps customers adopt and scale OpenAI's products and platform. The GTM Strategy & Planning team shapes how OpenAI invests, organizes, and scales its revenue organization, translating company ambitions into actionable growth strategies, financial targets, capacity plans, and investment decisions.

We're looking for a highly analytical and strategic operator to help shape OpenAI's GTM growth strategy and operating plan. You will tackle some of the most important questions facing our revenue organization, such as where to invest to accelerate growth, how to allocate resources, and what level of productivity to expect as we scale.

Responsibilities:

• Partner with GTM Leadership and Strategic Finance to translate company financial objectives into growth strategies, resource allocation decisions, and operating plans.
• 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.

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, with 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.
• Strong strategic judgment and problem-solving skills, including the ability to challenge assumptions, evaluate trade-offs, and develop practical recommendations.
• Clear communication skills, translating complex analyses into executive narratives that influence leadership decisions.

Nice to have:

• 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.