GTM Process & Operations

Job description

About the Team OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals into one lab together to accomplish this. 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. 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 role will serve as a trusted partner to GTM leadership, building the end-to-end ops design for sales lifecycle from lead routing through territory design, opportunity management, deal execution, and delivery readiness. This role combines systems and process design with operational performance management, delivering insights and driving automation to improve field efficiency and velocity. You’ll collaborate cross-functionally with Marketing Ops, Enterprise Systems, Product, Delivery, Finance, Enablement, Legal, Deal Desk, and Security to develop scalable infrastructure, streamline workflows, and enable scalable growth across the business. In this role, you will: GTM Data,Governance & Routing: Create a reliable GTM data foundation that makes SFDC easier to use and ensures leads, accounts, and opportunities are accurately routed, defined, enriched, and actionable. - 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. - Establish cross-object definitions, ownership, source-of-truth standards, and governance for SFDC fields, layouts, process changes, and field feedback on data and routing issues. TAM, Accounts & Territories: Create a clean, scalable account and territory foundation that aligns coverage with market opportunity and enables efficient selling. - Own account structure (parent/child), TAM integrity, and Salesforce account data health. - Drive territory design process and execution as part of fiscal planning cycles. - Manage account ownership, book movements, and territory adjustments. - Define account hierarchy, account team structures, and rules of engagement across segments, overlays, and global coverage. Sales Process & Opportunity Management: Drive consistent, high-quality pipeline execution through standardized processes, automation, and governance. - Own opportunity design (stages, required fields, inspection criteria). - Enforce pipeline governance (accuracy, staleness, coverage, generation health). - Build workflows and automations (e.g., AI-assisted field population) to increase rep productivity. - Monitor and drive adherence to process; partner with enablement on rollout and adoption. - Capture and operationalize competitive intelligence within systems. - Own operating cadences for work intake, prioritization, systems planning, process health, change management, and delivery of systems improvements (“sales paper cuts”). Revenue & Consumption Operations: Design and scale the operational systems that move priority revenue motions from commercial commitment through delivery and customer value. - 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. - Develop tooling, SLAs, and visibility across Legal, Deal Desk, and Security to reduce deal friction and improve customer experience. Launch & Seller Readiness: Ensure sellers have the processes, training, access, and system readiness needed to execute successfully as products, programs, pricing, and roles evolve. - Partner with launch owners to translate product, program, and pricing changes into operational requirements, system workflows, and field enablement. - Improve seller lifecycle operations, including onboarding, role changes, book allocation, systems access, and in-product guidance. - Drive rollout, adoption, change management, and feedback loops for new processes and tools. You might thrive in this role if you have: - 8+ years of experience in Sales Operations, Revenue Operations, or related roles at a high-growth technology company. - Strong systems thinking with deep experience designing and scaling sales systems, processes, and workflows across the full sales lifecycle. - Proven ability to build automation and improve field productivity through systems and process design (ideally with an AI-forward mindset). - Strong proficiency in Salesforce and data tools (e.g., SQL, Excel). Strong analytical skills with high attention to detail. - Experience with territory design, account structures, and pipeline management. - Exceptional project management skills, with experience driving complex, cross-functional initiatives. Strong communication skills and executive presence. - Ability to operate in ambiguity, prioritize effectively, and manage multiple high-impact initiatives simultaneously. 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 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.pdf At 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.