GTM Planning Program Manager

📋 Description

• • Architect and operationalize OpenAI’s revenue operating model to support evolving business priorities and growth objectives.
• • Lead end-to-end execution of annual and quarterly go-to-market (GTM) planning cycles, ensuring timely delivery and high-quality outputs.
• • Partner with Finance, Revenue Operations, Sales Leadership, Compensation, and Enablement teams to translate strategic goals into executable, data-driven plans.
• • Design and implement program frameworks across key GTM domains: market segmentation, coverage and resource models, capacity and headcount planning, target setting, quota methodologies, and sales compensation design.
• • Develop performance metrics and success measures that align with business outcomes and enable scalable growth.
• • Structure complex problems, evaluate trade-offs, and synthesize actionable recommendations for executive decision-making.
• • Build integrated planning timelines, governance structures, and cross-functional operating rhythms to enhance execution transparency and efficiency.
• • Identify process inefficiencies and drive opportunities for automation, standardization, and simplification across GTM planning activities.
• • Create executive-ready communications, presentations, and documentation to align leadership on decisions, risks, dependencies, and implementation plans.
• • Collaborate with Enablement and change management teams to ensure GTM planning decisions are effectively communicated and adopted across field teams.
• • Monitor outcomes of implemented programs and incorporate lessons learned to continuously refine future planning cycles.
• • Drive transformational initiatives that redefine how OpenAI segments markets, deploys resources, designs incentives, and measures success in its go-to-market strategy.
• • Work autonomously in ambiguous environments, bringing clarity and structure to complex, cross-functional initiatives.
• • Influence stakeholders without direct authority across Sales, Finance, Operations, and Executive teams to secure alignment and drive execution.
• • Communicate effectively with audiences ranging from frontline sales operators to C-suite leadership.
• • Apply deep understanding of consumption-based, usage-based, or hybrid monetization models to inform incentive structures, capacity planning, and GTM design.
• • Maintain exceptional attention to detail while operating at high leverage across multiple concurrent planning initiatives.
• • Demonstrate ownership mindset by proactively identifying risks and driving resolution without prompting.
• • Ensure all planning processes and outputs are aligned with OpenAI’s mission to build safe artificial general intelligence that benefits all of humanity.