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OpenAI is seeking a GTM Strategy & Operations Lead to build the operating foundation for ChatGPT Ads. This role sits at the intersection of Sales, Product, Engineering, Finance, Legal, Policy, Marketing, Partnerships, and Customer Success, responsible for designing and scaling the advertising business's go-to-market systems.
You will own the end-to-end GTM operating model, including segmentation, coverage models, forecasting, sales planning, and business reviews. Key responsibilities include developing objective frameworks for account segmentation and seller capacity planning; building planning inputs for annual/quarterly cycles, headcount, and territory design; creating and improving operating rhythms (WBRs, MBRs, QBRs, forecast calls); defining and tracking KPIs across revenue, pipeline, advertiser growth, activation, retention, and operational quality; designing sales-led programs for acquisition and retention; program managing major commercial launches; identifying process and data gaps that limit scale; and establishing AI-native workflows to improve planning, CRM hygiene, forecasting, and reporting.
You'll partner across Sales, Ads Ops, Product, Engineering, Strategic Finance, Legal, Policy, Marketing, Partnerships, Customer Success, and Data teams to translate strategy into execution. The ideal candidate has 10+ years in sales strategy, revenue operations, business operations, GTM strategy, strategic finance, or consulting, with meaningful experience in digital advertising, media, adtech, agencies, marketplaces, or platform businesses. You should understand the operational complexity of ads GTM (direct sales, agencies, partners, resellers, outsourced channels, self-serve, billing, incentives, measurement). You're analytically rigorous, comfortable with financial and capacity models, and can turn ambiguous problems into clear operating plans with owners, metrics, and timelines. Strong communication skills, ability to work with imperfect data while raising data quality standards, and comfort in early-stage environments where playbooks are built and tested quickly are essential.
