GTM Strategy & Operations, Professional Services

Details

About the Team

OpenAI's Professional Services team helps organizations move from AI ambition to durable production outcomes. We partner with customers on complex deployments and build the strategy, commercial models, operating mechanisms, and delivery capacity needed to realize value from OpenAI's models and products.

The team works across Go-to-Market, Forward Deployed Engineering, Technical Success, Finance, Product, Legal, Data, Systems, and delivery partners. We are building a services motion that is customer-centered, commercially rigorous, operationally scalable, and deliberately connected to product adoption.

About the Role

We are seeking a senior GTM Strategy & Operations professional to build and scale the operating system for OpenAI's Professional Services business. This is a foundational, hands-on individual contributor role at the intersection of business strategy, finance, go-to-market, and delivery. You will turn ambiguous questions—what we offer, how we price and package it, how we plan capacity, and how we measure performance—into clear decisions and repeatable mechanisms.

You will own business planning, pricing and packaging, forecasting and modeling, management reporting, and cross-functional strategic initiatives. You will build integrated views of demand, staffing, revenue, margin, and delivery performance; replace one-off analyses with durable processes; and create operating cadences that help leaders act early.

You will be a trusted partner to Professional Services, GTM, FDE, Technical Success, Finance, Product, Legal, Revenue Operations, and Data leaders. The right person combines direct Professional Services judgment with rigorous analytics, executive communication, and the willingness to build the model, process, or dashboard themselves.

You’ll be responsible for:

• Define and drive the business and GTM strategy for Professional Services, including target customer needs, offer portfolio, positioning, pricing and packaging, partner motions, and where to standardize versus tailor delivery.
• Own long-range, annual, and quarterly planning for the services business, translating goals into bookings, revenue, margin, capacity, utilization, role mix, geography, hiring, and investment assumptions.
• Build and maintain integrated demand, capacity, staffing, and revenue models; develop scenarios and sensitivities; improve bottom-up forecast accuracy; and turn the output into clear executive recommendations.
• Design the management system for the business: KPIs, source-of-truth reporting, dashboards, pipeline and staffing reviews, and monthly and quarterly operating cadences.
• Improve the end-to-end services lifecycle from opportunity intake and scoping through commercial design, contracting, staffing, delivery, and expansion, partnering with Revenue Operations and Systems rather than duplicating their ownership.
• Partner with Finance, Legal, GTM, FDE, Technical Success, and delivery leaders on business cases, services economics, deal tradeoffs, resource allocation, and investment decisions.
• Lead ambiguous cross-functional initiatives from problem definition through implementation, creating clear decision rights, mechanisms, and accountability.
• Translate recurring customer and delivery patterns into inputs for product strategy, enablement, partner strategy, and more repeatable product-plus-services offerings that accelerate durable product adoption.

We’re looking for someone with:

• 8+ years of experience in GTM Strategy & Operations, Business Operations, Strategic Finance, management consulting, or a comparable role, including direct experience in a technology Professional Services, implementation, systems-integration, consulting, or managed-services business.
• Deep command of services economics and operating levers such as pipeline, bookings, backlog, revenue timing, gross margin, utilization, capacity, staffing mix, delivery quality, and customer outcomes.
• Exceptional quantitative modeling skills: you can build auditable demand, staffing, revenue, and scenario models; work fluently in spreadsheets; and use SQL, BI, or other data tools to test assumptions and improve decisions.
• Strong commercial and GTM judgment across pricing and packaging, offer design, forecasting, resource allocation, and complex enterprise delivery motions.
• A record of turning ambiguous strategy into repeatable operating mechanisms, decision frameworks, reporting rhythms, and measurable results.
• Excellent executive communication and influence; you can frame choices, surface assumptions, and drive alignment across technical and non-technical leaders.
• Demonstrated leadership of complex cross-functional programs and teams. People-management experience is helpful, but this role is initially scoped as a senior individual contributor.
• A low-ego, high-ownership working style, comfort with rapid change, and genuine interest in how frontier AI can create durable customer value.

Additional information

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.

For unincorporated Los Angeles County workers, the posting notes reasonable belief of a relationship between certain job duties and criminal history, and mentions duties involving computer hardware protection, returning hardware upon termination, and maintaining confidentiality of proprietary, confidential, and non-public information, as well as access to secure and protected IT systems and related data security obligations.

To notify OpenAI that you believe this job posting is non-compliant, please submit a report through the provided form link.

OpenAI is committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via the provided link.

OpenAI Global Applicant Privacy Policy is linked in the posting.

Benefits

In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following 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

More details about benefits are available to candidates during the hiring process.

This role is at-will and OpenAI reserves the right to modify base pay and other compensation components at any time based on individual performance, team or company results, or market conditions.