GTM Planning Operations

OpenAI, Inc.

Job Overview

Location

San Francisco

Job Type

Full-time

Full Job Description

📋 Description

• As a GTM Planning Operations specialist at OpenAI, you will play a pivotal role in translating the company’s strategic vision into executable go-to-market plans that drive scalable growth and operational efficiency across global sales teams. Your work will directly influence how OpenAI sets targets, structures coverage, and allocates resources to maximize market impact while maintaining rigor and consistency in planning processes.
• You will own the end-to-end design and refinement of target-setting methodologies, segmentation strategies, and coverage models, ensuring alignment between company-level revenue goals and field-executable plans for sales, technical success, and partner teams across segments and geographies.
• The GTM Planning team operates at the intersection of strategy, finance, and sales leadership, partnering closely with cross-functional stakeholders to ensure plans are not only analytically sound but also credible, actionable, and adaptable to evolving market dynamics and customer needs.
• In this role, you will develop deep expertise in GTM mechanics, advanced modeling, and data-driven decision-making, gaining visibility into how a cutting-edge AI company scales its commercial engine while contributing directly to OpenAI’s mission of ensuring artificial general intelligence benefits all of humanity.
• Define and own the GTM region & segment target-setting methodology, translating company-level revenue goals into quotas across segments, roles, and regions while driving tradeoffs between growth, efficiency, and coverage in partnership with Finance and GTM leadership.
• Define customer and market segmentation (e.g., enterprise, midmarket, SMB, industry verticals, product motions), continuously refine it based on core KPIs and market dynamics, ensure consistent application across planning and territory execution, and evolve coverage models with GTM leadership to optimize growth, efficiency, and customer engagement.
• Analyze GTM performance drivers (e.g., attainment, segment performance, book size, coverage ratios), identify opportunities to improve growth and efficiency, and translate analysis into clear, actionable recommendations for leadership to support strategic planning decisions.
• Partner closely with Sales leadership to ensure plans are credible and executable in the field, incorporate field feedback into planning iterations, and deliver clear, executive-ready narratives to support planning decisions and influence senior stakeholders.
• Drive how targets and segmentation are implemented in systems (e.g., Salesforce, BI tools), partner with data and systems teams to ensure accuracy, scalability, and consistency, and improve usability and reliability of planning data across GTM workflows through operationalization and process improvement.

🎯 Requirements

• 7+ years of experience in Sales Strategy, GTM Strategy & Planning, Revenue Operations, or similar roles in a high-growth B2B environment
• Direct experience owning or heavily contributing to target setting, quota development, segmentation, and/or territory design
• Strong understanding of GTM mechanics (quota setting, territory design, book construction, coverage models)
• Deep modeling experience, including capacity modeling and topline/target setting (e.g., financial plans, quotas) to support GTM planning decisions
• Proven ability to translate business goals into structured plans and field-ready targets
• Advanced analytical skills (SQL, spreadsheets, BI tools such as Tableau) and experience with planning platforms (e.g., Anaplan or similar tools)
• Strong communication and stakeholder management skills with the ability to influence senior leaders
• High ownership and ability to lead complex, cross-functional workstreams end-to-end

🏖️ Benefits

• Opportunity to work on high-impact GTM strategy at the forefront of AI innovation, directly influencing how OpenAI scales its products and platform globally
• Collaborate with world-class scientists, engineers, and business leaders in a mission-driven culture focused on building safe artificial general intelligence for the benefit of humanity
• Access to cutting-edge tools, data, and platforms to drive sophisticated modeling, analysis, and operationalization of GTM processes
• Professional growth through exposure to complex, cross-functional strategic initiatives and leadership engagement in a high-growth, innovative environment

Skills & Technologies

Hybrid

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OpenAI, Inc.

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About OpenAI, Inc.

OpenAI is a San Francisco-based artificial intelligence research and deployment company founded in 2015. It develops large-scale AI models such as GPT, DALL-E, and Codex, providing cloud APIs and consumer applications like ChatGPT. Originally established as a non-profit, it later created a capped-profit subsidiary to attract capital while maintaining its mission to ensure artificial general intelligence benefits all of humanity.

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