GTM Strategy & Operations, Professional Services

Details

OpenAI's Professional Services team helps organizations move from AI ambition to durable production outcomes. The team partners with customers on complex deployments and builds 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 to build a customer-centered, commercially rigorous, operationally scalable services motion connected to product adoption.

This is a foundational, hands-on senior individual contributor role focused on building and scaling the operating system for OpenAI's Professional Services business. The role sits at the intersection of business strategy, finance, go-to-market, and delivery, turning ambiguous questions about offerings, pricing, packaging, capacity planning, and performance measurement into clear decisions and repeatable mechanisms.

Responsibilities

• Define and drive the business and GTM strategy for Professional Services, including target customer needs, offer portfolio, positioning, pricing and packaging, partner motions, and decisions about standardizing or tailoring 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 provide clear executive recommendations.
• Design the management system for the business, including 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.
• Partner with Finance, Legal, GTM, Forward Deployed Engineering, 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 repeatable product-plus-services offerings that accelerate durable product adoption.

Requirements

• 8+ years of experience in GTM Strategy & Operations, Business Operations, Strategic Finance, management consulting, or a comparable role.
• Direct experience in a technology Professional Services, implementation, systems-integration, consulting, or managed-services business.
• Deep understanding of services economics and operating levers, including pipeline, bookings, backlog, revenue timing, gross margin, utilization, capacity, staffing mix, delivery quality, and customer outcomes.
• Exceptional quantitative modeling skills, including the ability to build auditable demand, staffing, revenue, and scenario models.
• Fluency with spreadsheets and experience using 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 influencing skills, with the ability to 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 the 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.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. OpenAI is an equal opportunity employer and does 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.

Background checks will be administered in accordance with applicable law. OpenAI is committed to providing reasonable accommodations to applicants with disabilities.

Benefits

• Base salary plus equity and performance-related bonuses for eligible employees.
• Medical, dental, and vision insurance, with employer contributions to Health Savings Accounts.
• Pre-tax accounts for health, dependent care, and commuter expenses.
• 401(k) retirement plan with employer match.
• Paid parental, medical, and caregiver leave.
• Paid time off, paid company holidays, and paid sick or safe time as required by applicable law.
• Mental health and wellness support.
• Employer-paid basic life and disability coverage.
• Annual learning and development stipend.
• Daily office meals and eligible meal delivery credits.
• Relocation support for eligible employees.
• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.