Sales Strategy & Operations Leader

Details

OpenAI's Go To Market (GTM) team helps customers learn how to leverage and deploy advanced AI products across their businesses. The GTM Strategy & Operations team guides GTM strategy and drives operational efficiency to scale the business. This leadership role supports the Head of Revenue and leads a team of sales strategy and operations professionals covering multiple segments across AMER and EMEA. The role partners cross-functionally with Finance, Enablement, Data, and Growth Strategy teams and works closely with technical teams to implement processes systematically.

This role is based in San Francisco and follows a hybrid work model (3 days in office per week). Relocation assistance is offered to new employees.

Responsibilities

• Lead, develop, and coach a team responsible for sales strategy and operations across multiple segments in AMER and EMEA, ensuring high performance and alignment to regional goals.
• Drive GTM operating cadences (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, capacity planning, territory design, and target allocation.
• Lead strategic projects to improve efficiency and effectiveness across the sales organization.
• Partner closely with technical teams to implement processes systematically and scale operational changes.

Requirements

• 7+ years of experience in Sales Strategy & Operations, Revenue Operations, or GTM leadership at a high-growth technology company.
• Proven success leading and developing high-performing teams, including setting strategic priorities, coaching, and fostering a culture of operational excellence.
• Exceptional analytical skills and strong business acumen, with a track record of solving complex problems through data-driven insights and strategic execution.
• Experience designing and running GTM operating cadences (forecasting, pipeline reviews, business reviews) and leading strategic GTM planning, including capacity modeling, territory design, and quota setting.
• Proven ability to prioritize and deliver on complex, high-impact initiatives, leveraging strong project management skills to lead cross-functional, multi-stakeholder efforts in fast-paced environments.
• Executive presence and strong communication skills, with the ability to engage, influence, and align senior leadership.
• Ability to thrive in ambiguity, operate autonomously, and maintain momentum in a rapidly evolving environment.
• Exceptional organizational skills with the discipline to prioritize and manage multiple high-impact projects simultaneously.
• Adaptability and comfort with frequent context-switching while maintaining quality and ownership.
• Proficiency in Salesforce.com and data analysis tools (e.g., SQL, Excel).
• Understanding of the AI landscape and how AI solutions solve real-world customer problems.

Benefits

• Base pay as listed plus equity and potential performance-related bonus(es).
• 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 for exempt employees; paid time off for non-exempt employees.
• 13+ paid company holidays and coordinated 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).

Company

OpenAI is an AI research and deployment company focused on ensuring general-purpose AI benefits all of humanity. The company emphasizes safety, diverse perspectives, and equal opportunity employment. Background checks will be administered in accordance with applicable law, and OpenAI is committed to providing reasonable accommodations to applicants with disabilities.