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OpenAI is seeking an experienced Head of GTM Planning & Incentives to lead go-to-market strategy, planning, and execution for the enterprise B2B team. This role sits at the intersection of revenue operations, finance, and people strategy, driving the operational backbone of OpenAI's sales and customer success efforts.
You will own end-to-end GTM planning including capacity modeling, headcount planning, quota setting, and pipeline forecasting. You'll build and refine sophisticated capacity models in partnership with Finance, Recruiting, Operations, and GTM Leadership to ensure effective resource allocation and hiring execution. A key responsibility is designing, implementing, and managing GTM incentive programs that drive productivity and revenue growth—you'll forecast the impact of compensation changes and serve as the primary expert on sales compensation strategy.
You'll develop comprehensive reporting frameworks to measure GTM productivity and the effectiveness of incentive programs, presenting data-driven insights to senior leadership. You'll also evolve pricing and compensation models for continuous optimization based on performance data.
Cross-functional collaboration is central to this role. You'll partner closely with GTM Leadership, Finance, HR, and Operations to ensure strategic alignment, transparent communication, and integration of best practices across the organization.
The role is based in San Francisco with a hybrid work model (3 days in office per week). OpenAI offers relocation assistance for new employees.
REQUIREMENTS:
- Extensive experience in revenue operations, strategy, and planning at a high-growth technology company
- Strong analytical skills with ability to translate data into actionable insights
- Proficiency in compensation plan design and modeling
- Working knowledge of Salesforce or equivalent CRM, plus sales commission software
- Excellent communication and stakeholder management skills
- Experience managing a team of 5+ operational team members
- Deep experience designing, implementing, and managing sales compensation strategy for 100+ GTM team members
- Understanding of the AI landscape, OpenAI's applications, and the problems they solve for customers
- Ability to thrive in ambiguity and work autonomously
