Ads GTM Strategy & Ops Lead

OpenAI; New York (NY); On-site; USD 180,000 - 240,000; Full time

Job summary

OpenAI is seeking a Sales Strategy & Operations Lead to build the GTM operating system for ChatGPT Ads. You will span strategy and execution, defining operating models, analytical frameworks, and planning processes to scale the Ads business with clarity and speed.

The role requires moving between strategic analysis and hands-on execution, partnering with Sales, Ads Ops, Product, Legal, Marketing, and Customer Success to drive programs, improve data quality, and optimize commercial outcomes.

Qualifications

• 10+ years of experience in sales strategy, revenue operations, or related roles.
• Meaningful experience in digital advertising, media, adtech, or platform businesses.
• Understand GTM complexity across direct sales, agencies, partners, and self-serve motions.
• Built or operated segmentation, coverage, forecasting, planning, and GTM systems at scale.
• Analytically rigorous with financial models, capacity planning, and scenario planning.
• Ability to turn ambiguous problems into clear operating plans, owners, metrics, and timelines.
• Clear written and verbal communication with executives and frontline teams.
• Comfortable working with imperfect data while improving data quality and governance.

Responsibilities

• Define and operate GTM systems, segmentation, coverage, forecasting, and business reviews.
• Collaborate with cross-functional teams to translate strategy into execution.
• Develop frameworks for account segmentation, book-of-business design, and seller capacity.
• Lead inputs for annual and quarterly planning, headcount, and investment cases.
• Create and manage sales readiness programs for new markets or launches.
• Identify data and governance gaps and propose practical fixes.
• Build AI-native workflows for planning, CRM hygiene, forecasting, and reporting.

Skills

Sales strategy

Revenue operations

Planning

Analytical

Executive communication

Tools

CRM

Forecasting

Job description

OpenAI is seeking a Sales Strategy & Operations Lead to build the GTM operating system for ChatGPT Ads. You will span strategy and execution, defining operating models, analytical frameworks, and planning processes to scale the Ads business with clarity and speed.

The role requires moving between strategic analysis and hands-on execution, partnering with Sales, Ads Ops, Product, Legal, Marketing, and Customer Success to drive programs, improve data quality, and optimize commercial outcomes.