Sales Strategy & Operations - Government and Education

Details

About the team

OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals into one lab together to accomplish this.

In pursuit of this mission, our Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their business. The team is made of Sales, Solutions, Support, Marketing, and Partnership professionals that work together to create valuable solutions that will help bring AI to as many users as possible.

About the role

As part of the GTM Strategy & Operations team, you’ll play a critical role in guiding GTM strategy and driving operational efficiency. This role will serve as a trusted advisor to OpenAI for Government leadership and OpenAI for Education leadership—providing data-driven insights, managing core operating cadences, and leading high-impact projects that influence how we engage with government customers and scale our business. You’ll collaborate cross-functionally with Finance, Enablement, Data and Growth Strategy teams to align efforts, drive efficiencies, and accelerate growth.

Responsibilities

• Drive operating cadences for the Government and Education businesses (e.g., forecasting, pipeline review, top accounts review, monthly / quarterly business reviews) and conduct strategic analyses to determine trends and identify opportunities for process and strategy optimization
• Collaborate with GTM leadership and cross-functional stakeholders to develop go-to-market strategy and resource plans
• Design and manage territory allocation to optimize Government and Education team performance; collaborate closely with GTM leadership to ensure alignment with overall business objectives and provide data-driven recommendations for territory adjustments
• Lead strategic projects to improve efficiency and effectiveness across the revenue organization
• Partner closely with technical teams to implement processes systematically
• Work closely with the data team to ensure data accuracy and availability for revenue-related activities

Requirements

• 7+ years experience in revenue operations or strategy at a high-growth, technology company
• Extensive experience with government-related sales or GTM organizations; preferred experience covering multiple areas including national security, federal civilian, state and local government, business partnerships, and/or international public sector
• Some experience with education-related sales or GTM organizations (higher education, K-12, and/or international)
• Proficiency in Salesforce and data analysis tools (e.g., SQL, Excel)
• Strong analytical skills with a focus on attention to detail
• Experience building territories, comp plans, and setting quotas for GTM teams
• Exceptional project management skills, with experience leading complex, cross-functional initiatives
• Strong communication skills and executive presence
• An understanding of the AI landscape, our applications, and the problems they solve for our customers
• Ability to thrive in ambiguity, work autonomously, manage frequent context switching, and prioritize across multiple projects

Benefits

• Base salary range: $210,000 – $265,000; offers equity
• Medical, dental, and vision insurance with employer contributions to Health Savings Accounts
• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses
• 401(k) retirement plan with employer match
• Paid parental leave and paid medical/caregiver leave
• Flexible PTO (exempt) and up to 15 days annually for non-exempt employees
• 13+ paid company holidays and additional office closures
• Mental health and wellness support; employer-paid basic life and disability coverage
• Annual learning and development stipend
• Daily meals in offices and meal delivery credits as eligible
• Relocation support for eligible employees
• Additional taxable fringe benefits (charitable donation matching, wellness stipends) and performance-related bonuses for eligible employees

Additional information

• OpenAI is an equal opportunity employer and provides reasonable accommodations to applicants with disabilities
• Background checks will be administered in accordance with applicable law
• Candidates will receive more details about benefits and total compensation during the hiring process