Senior GTM Strategy & Ops, AI Services

OpenAI; San Francisco (CA); On-site; USD 180,000 - 240,000; Full time

Job summary

OpenAI is seeking a senior GTM Strategy & Operations professional to build and scale the operating system for our Professional Services business in San Francisco. The role blends business strategy, finance, GTM, and delivery, turning ambiguity into repeatable processes and informed decisions.

You will own planning, pricing, forecasting, and management reporting, creating integrated views of demand, staffing, revenue, margin, and delivery performance for durable, scalable operations.

Qualifications

• 8+ years of experience in GTM Strategy & Operations or related fields in a technology services environment.
• Deep command of services economics and operating levers such as pipeline, bookings, backlog, revenue timing, gross margin, utilization, and capacity.
• Exceptional quantitative modeling skills with auditable demand, staffing, revenue, and scenario models.
• Strong commercial and GTM judgment across pricing and packaging, offer design, forecasting, and resource allocation.
• A track record of turning ambiguous strategy into repeatable operating mechanisms and measurable results.
• Excellent executive communication and ability to influence across technical and non-technical leaders.
• Demonstrated leadership of complex cross-functional programs; people management is helpful but not required.
• A low-ego, high-ownership style with interest in frontier AI delivering durable customer value.

Responsibilities

• Define and drive the business and GTM strategy for Professional Services, including target customer needs and pricing.
• Own long-range, annual, and quarterly planning translating goals into bookings, revenue, margin, capacity, and hiring assumptions.
• Build and maintain integrated demand, capacity, staffing, and revenue models and produce clear executive recommendations.
• Design the management system with KPIs, dashboards, and operating cadences across the business.
• Improve end-to-end services lifecycle from opportunity intake through contracting, staffing, delivery, and expansion.
• Collaborate with Finance, Legal, GTM, and Delivery leaders on business cases and investments.
• Lead cross-functional initiatives from problem definition to implementation with clear decision rights.
• Translate customer and delivery patterns into inputs for product strategy and repeatable offerings.

Skills

GTM Strategy

Financial modeling

Forecasting

Stakeholder management

Executive communication

Cross-functional leadership

SQL / data tools

Pricing & packaging

Tools

SQL

BI Tools

Job description

OpenAI is seeking a senior GTM Strategy & Operations professional to build and scale the operating system for our Professional Services business in San Francisco. The role blends business strategy, finance, GTM, and delivery, turning ambiguity into repeatable processes and informed decisions.

You will own planning, pricing, forecasting, and management reporting, creating integrated views of demand, staffing, revenue, margin, and delivery performance for durable, scalable operations.