GTM Strategy & Operations Lead, Ads Solutions

We are seeking a GTM Strategy & Operations Lead to help build the operating foundation for ChatGPT Ads. This person will work across sales strategy, planning, systems, segmentation, forecasting, operating rhythm, sales programs, and commercial execution to help the Ads business scale with clarity, speed, and control.

Responsibilities:

• Help build the operating foundation for ChatGPT Ads across GTM systems, segmentation, coverage, forecasting, sales planning, and business reviews.
• Partner with Sales, Ads Ops, Product, Engineering, Strategic Finance, Legal, Policy, Marketing, Partnerships, Customer Success, and Data teams to translate strategy into execution.
• Develop objective frameworks for account segmentation, coverage models, book-of-business design, seller capacity, and prioritization across sales-led and scaled motions.
• Build planning inputs for annual planning, quarterly planning, headcount planning, investment cases, territory design, market launches, and productivity modeling.
• Create and improve operating rhythms, including WBRs, MBRs, QBRs, forecast calls, pipeline reviews, executive updates, and decision forums.
• Define and track KPIs for Ads GTM, including revenue, pipeline, advertiser growth, activation, retention, forecast accuracy, seller productivity, customer health, program impact, and operational quality.
• Design and manage sales-led programs that improve advertiser acquisition, activation, adoption, retention, and spend growth.
• Program manage sales readiness for new-market or major commercial launches in coordination with Product, Legal, Marketing, Policy, Finance, Support, Measurement, and other launch owners.
• Identify processes, systems, data, and governance gaps that could limit scale, then recommend practical fixes.
• Help establish AI-native workflows that improve planning, CRM hygiene, forecasting, seller productivity, reporting, and operating reviews.

Requirements:

• 10+ years of experience in sales strategy, revenue operations, business operations, GTM strategy, strategic finance, consulting, or related operating roles.
• Meaningful experience in digital advertising, media, adtech, agency, marketplace, or platform businesses.
• Understand the operational complexity of ads GTM, including direct sales, agencies, partners, resellers, outsourced sales, campaign lifecycle, billing, incentives, measurement, and self-serve motions.
• Have built or operated segmentation, coverage, forecasting, planning, sales programs, business reviews, or GTM systems at scale.
• Analytically rigorous and comfortable with financial models, capacity models, account scoring, productivity analysis, and scenario planning.
• Can turn ambiguous business problems into clear operating plans, owners, metrics, timelines, and decision points.
• Communicate clearly with executives and frontline teams, and can write in a crisp, structured way.
• Are comfortable working with imperfect data while raising the bar on data quality, instrumentation, and governance over time.
• Have strong judgment about when to build process, when to keep teams moving, and how to balance speed with durability.
• Thrive in early-stage environments where playbooks need to be built, tested, and improved quickly.

Benefits:

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
• 401(k) retirement plan with employer match
• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
• Mental health and wellness support
• Employer-paid basic life and disability coverage
• Annual learning and development stipend to fuel your professional growth
• Daily meals in our offices, and meal delivery credits as eligible
• Relocation support for eligible employees
• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.