GTM Strategy & Operations Lead, Ads Solutions

About the team
OpenAIs mission is to ensure that artificial general intelligence benefits all of support of that mission the ChatGPT Ads team is building advertising products that help businesses reach customers in useful trusted and responsible ways.

The Ads Strategy Planning and Operations team is responsible for building the operating foundation for OpenAIs advertising business: GTM systems segmentation coverage planning forecasting business rhythms sales programs incentives and scalable execution across advertisers agencies partners resellers and internal teams. This team sits at the intersection of Sales Product Engineering Finance Legal Policy Marketing Partnerships and Customer Success.

About the role
Were looking for a Sales Strategy & Operations Lead to help build the GTM operating system 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.

This role is for someone who can move between strategy and execution: able to define operating models build analytical frameworks run cross-functional planning processes improve GTM systems and data quality and program manage high-priority sales initiatives. The ideal candidate has meaningful experience in digital advertising media adtech marketplace or platform businesses and understands the complexity of scaling sales motions across direct sales agencies partners resellers outsourced channels and self-serve.

In this role youll:

• 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.

You might thrive in this role if you:

• Have 10 years of experience in sales strategy revenue operations business operations GTM strategy strategic finance consulting or related operating roles.

• Have 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.

• Are 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.

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 OpenAIs 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 addition job duties require access to secure and protected information technology systems and related data security obligations.

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Required Experience:

Manager