GTM Strategy & Operations, Policy

Xapply; San Francisco (CA); Hybrid; USD 180,000 - 240,000; Full time

Job summary

OpenAI is seeking a senior, individual contributor to lead GTM Strategy & Operations for Security & Safety, working closely with Policy, Product, Security, Safety, Legal, Data, Sales, Customer Success, Marketing and Revenue Operations in San Francisco.

Define the GTM operating model, translate policy considerations into actionable guidance, develop cybersecurity go-to-market plans, capture recurring customer needs, and drive cross‑functional initiatives from strategy through implementation to

Qualifications

• Senior individual contributor leading GTM Strategy & Operations for Security & Safety.
• Partner with Policy, Product, Security, Safety, Legal, Data, Sales, CS, Marketing and Revenue Operations.

Responsibilities

• Define the GTM operating model for the Security & Safety program, including ownership, decision forums, planning cadences, and escalation paths.
• Partner with Policy, Product, Security, Safety, Legal, and Data to translate policy considerations into actionable GTM guidance and operating processes.
• Develop go-to-market strategy for cybersecurity models, including target customers, use cases, commercialization approach, launch readiness, success metrics, and field enablement.
• Build mechanisms to capture recurring customer and field needs related to security, safety, application security, and policy implementation.
• Translate customer feedback and field requirements into recommendations for product roadmaps, policy development, enablement, and operational priorities.
• Support the operationalization of data-retention policies and related customer or deployment requirements across GTM.
• Track customer demand, implementation blockers, and market signals to refine GTM strategy and inform Policy and Product partners.
• Establish operating rhythms that improve coordination across GTM and partner functions.
• Prepare concise analyses, recommendations, and materials for senior stakeholders and executive decision-making.
• Drive priority initiatives from strategy through implementation across multiple teams and workstreams.

Skills

GTM Strategy

Operations Management

Cybersecurity

Policy Development

Data Analysis

Customer Insights

Field Enablement

Product Roadmapping

Operational Prioritization

Stakeholder Communication

Cross-Functional Collaboration

Market Analysis

Job description

# GTM Strategy & Operations, PolicyOn-siteSan FranciscoAll jobsOn-site jobs## SkillsGTM StrategyOperations ManagementCybersecurityPolicy DevelopmentData AnalysisCustomer InsightsField EnablementProduct RoadmappingOperational PrioritizationStakeholder CommunicationCross-Functional CollaborationMarket Analysis## DescriptionABOUT THE ROLEWe’re looking for a senior individual contributor to lead GTM Strategy & Operations for Security & Safety, in close partnership with the Policy team. This role will help translate policy, security, and safety considerations into clear GTM strategies, operating models, launch plans, and scalable execution mechanisms.You’ll work across Product, Policy, Safety, Security, Legal, Data, Sales, Customer Success, Marketing, and Revenue Operations to understand customer and field needs, shape business recommendations, and support the successful adoption of security- and safety-critical products and capabilities.This role is ideal for someone who combines strong strategic and operational judgment with the ability to work effectively on complex policy-adjacent topics. You’ll help ensure that GTM plans reflect relevant policy requirements and that recurring customer and field insights inform future policy and product decisions.IN THIS ROLE, YOU WILL:- Define the GTM operating model for the Security & Safety program, including ownership, decision forums, planning cadences, and escalation paths.- Partner with Policy, Product, Security, Safety, Legal, and Data to translate policy considerations into actionable GTM guidance and operating processes.- Develop go-to-market strategy for cybersecurity models, including target customers, use cases, commercialization approach, launch readiness, success metrics, and field enablement.- Build mechanisms to capture recurring customer and field needs related to security, safety, application security, and policy implementation.- Translate customer feedback and field requirements into recommendations for product roadmaps, policy development, enablement, and operational priorities.- Support the operationalization of data-retention policies and related customer or deployment requirements across GTM.- Track customer demand, implementation blockers, and market signals to refine GTM strategy and inform Policy and Product partners.- Establish operating rhythms that improve coordination across GTM and partner functions.- Prepare concise analyses, recommendations, and materials for senior stakeholders and executive decision-making.- Drive priority initiatives from strategy through implementation across multiple teams and workstreams.About OpenAIOpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity. We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic.For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement https://cdn.openai.com/policies/eeo-policy-statement.pdf.Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.To notify OpenAI that you believe this job posting is non-compliant, please submit a report through this form https://form.asana.com/?d=57018692298241&k=5MqR40fZd7jlxVUh5J-UeA. No response will be provided to inquiries unrelated to job posting compliance.We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this link https://form.asana.com/?k=bQ7w9h3iexRlicUdWRiwvg&d=57018692298241.OpenAI Global Applicant Privacy Policy https://cdn.openai.com/policies/global-employee-and-contractor-privacy-policy.pdfAt OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared. Join us in shaping the future of technology.