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GTM Strategy & Operations, Professional Services

OpenAI· Go To Market
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Hybrid (San Francisco)$293k - $325kFull-timePosted 2mo ago

About the role

Senior GTM Strategy & Operations professional to build and scale the operating system for OpenAI's Professional Services business, focusing on strategy, finance, planning, pricing, forecasting, and cross-functional execution.

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 where to standardize versus tailor 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 turn the output into clear executive recommendations.
  • Design the management system for the business: 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 rather than duplicating their ownership.
  • Partner with Finance, Legal, GTM, FDE, 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 more repeatable product-plus-services offerings that accelerate durable product adoption.

Qualifications

  • 8+ years of experience in GTM Strategy & Operations, Business Operations, Strategic Finance, management consulting, or a comparable role, including direct experience in a technology Professional Services, implementation, systems-integration, consulting, or managed-services business.
  • Deep command of services economics and operating levers such as pipeline, bookings, backlog, revenue timing, gross margin, utilization, capacity, staffing mix, delivery quality, and customer outcomes.
  • Exceptional quantitative modeling skills: you can build auditable demand, staffing, revenue, and scenario models; work fluently in spreadsheets; and use 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 influence; you can 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 this 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.

Skills

Required:GTM Strategy & OperationsFinancial modelingForecastingExecutive communicationSQL / BI tools

Benefits

  • Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
  • Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
  • 401(k) retirement plan with employer match
  • Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
  • Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
  • 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
  • Mental health and wellness support
  • Employer-paid basic life and disability coverage
  • Annual learning and development stipend to fuel your professional growth
  • Daily meals in our offices, and meal delivery credits as eligible
  • Relocation support for eligible employees
  • Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.
Last updated Sep 17, 2026. Interested? Apply on the company site.

About OpenAI

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