GTM Strategy & Operations, Policy

OpenAI; San Francisco (CA); On-site; USD 239,000 - 265,000; Full time

Job summary

OpenAI is seeking a senior individual contributor to lead GTM Strategy & Operations for Security & Safety. You will collaborate across Policy, Product, Safety, Security, Legal, Data, Sales, and Marketing to translate policy and safety considerations into actionable GTM plans and scalable execution mechanisms.

You will shape go-to-market strategies for cybersecurity models, capture recurring customer needs, and drive alignment with policy and product roadmaps while guiding senior stakeholders

Qualifications

• Extensive experience leading GTM strategy and go-to-market execution.
• Strong cross-functional collaboration across policy, product, security, legal, data and sales.

Responsibilities

• Define the GTM operating model for the Security & Safety program, including ownership and escalation paths.
• Partner with Policy, Product, Security, Safety, Legal, and Data to translate policy considerations into GTM guidance.
• Develop go-to-market strategy for cybersecurity models, including target customers and launch readiness.
• Build mechanisms to capture customer and field needs related to security, safety, and policy.
• Translate feedback into product roadmaps, policy development, and enablement priorities.
• Support data-retention policy operationalization across GTM.
• Track demand and market signals to refine GTM strategy with Policy and Product partners.
• Establish operating rhythms to improve coordination across teams.
• Prepare analyses and materials for senior stakeholders and executive decisions.
• Drive priority initiatives from strategy through implementation.

Skills

GTM strategy

Cross-functional leadership

Policy & regulatory understanding

Stakeholder management

Data-driven decision making

Cybersecurity knowledge

Job description

About The Role

We’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 OpenAI

OpenAI 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.

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.

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Compensation Range: $239K - $265K