OpenAI

GTM Process & Operations

San Francisco · Contract

Sponsorship not specifiedDetected 5 days ago

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About the role

Our GTM team is uniquely positioned to help customers realize the transformative potential of advanced AI models for their businesses and end users.
As an individual contributor on the GTM Operations team, you'll play a critical role in designing and scaling the operational systems that power our sales organization.
This long-term undertaking brings the world's best scientists, engineers, and business professionals into one lab together to accomplish this.

Proven ability to build automation and improve field productivity through systems and process design (ideally with an AI-forward mindset).
Ability to operate in ambiguity, prioritize effectively, and manage multiple high-impact initiatives simultaneously.
Design and manage lead and campaign routing; define requirements and partner with systems and marketing ops on build.
Implement alerting, monitoring, and reporting to ensure routing accuracy and responses.
Drive data quality and enrichment strategy across core GTM objects.
Design and test processes, systems, and seller workflows for consumption-based motions, including opportunity-to-delivery handoffs and readiness requirements.
Define the SFDC objects, stage requirements, rep surfaces, and visibility needed to support delivery and value realization.
Support the buildout of Commercial Operations and Q2B workflows, including RFP/RFI responses, security questionnaires, vendor onboarding, compliance requests, insurance requests, and signature routing.
Drive territory design process and execution as part of fiscal planning cycles.
Manage account ownership, book movements, and territory adjustments.

8+ years of experience in Sales Operations, Revenue Operations, or related roles at a high-growth technology company.
Strong proficiency in Salesforce and data tools (e.g., SQL, Excel).
Experience with territory design, account structures, and pipeline management.
Own opportunity design (stages, required fields, inspection criteria).

Own account structure (parent/child), TAM integrity, and Salesforce account data health.
Define account hierarchy, account team structures, and rules of engagement across segments, overlays, and global coverage.
Enforce pipeline governance (accuracy, staleness, coverage, generation health).
Own operating cadences for work intake, prioritization, systems planning, process health, change management, and delivery of systems improvements ("sales paper cuts").

OpenAI's mission is to build safe artificial general intelligence (AGI) which benefits all of humanity.
In pursuit of this mission, our Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their business.
The team is made of Sales, Solutions, Support, Marketing, and Partnership professionals that work together to create valuable solutions that will help bring AI to as many users as possible.

This listing is sourced directly from OpenAI's careers page and normalized into a canonical job model.