Gtm Strategy Lead Jobs in San Francisco, CA

About The Team

OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. To achieve this, we bring together world-class scientists, engineers, and business leaders to build and deploy transformative AI technologies. Our Go-To-Market (GTM) team helps customers successfully adopt and scale OpenAI’s products across their organizations. The GTM Strategy & Operations team serves as the operational backbone of the business, building the systems, processes, and insights that enable efficient growth and execution.

About The Role

We are looking for a Program Manager to architect and operationalize our revenue operating model. You will lead critical planning initiatives—from annual and quarterly planning cycles to transformational programs that redefine how we segment, deploy resources, design incentives, and measure success. The ideal candidate combines structured problem solving with exceptional program leadership. They are comfortable navigating ambiguity, bringing clarity to complex decisions, and aligning cross-functional stakeholders around a shared path forward. They are equally energized by designing future-state approaches and driving flawless execution against critical milestones. This is a highly visible role that partners closely with Sales Leadership, Finance, Compensation, Operations, Enablement, and other executive stakeholders to ensure our go-to-market strategy translates into actionable plans that enable growth at scale.

You will

- Design and drive transformational programs that evolve our revenue planning, compensation and operating model to support changing business priorities and growth objectives.
- Lead end-to-end execution of annual and quarterly go-to-market planning processes, ensuring plans are delivered on time and at a high quality bar.
- Partner with Finance, Revenue Operations and business leaders to translate strategic objectives into executable plans.
- Develop and operationalize program frameworks across key domains including:
- Market segmentation
- Coverage and resource models
- Capacity and headcount
- Target setting and quota methodologies
- Sales compensation design
- Performance metrics and success measures
- Structure complex problems, evaluate trade-offs, and synthesize recommendations that enable executive decision-making.
- Build integrated planning timelines, governance mechanisms, and cross-functional operating rhythms to improve execution quality and transparency.
- Identify process inefficiencies and opportunities for automation, simplification, and standardization across program activities.
- Develop executive-ready communications and materials that align leaders on decisions, risks, dependencies, and implementation plans.
- Partner with Enablement and change leaders to ensure planning decisions are effectively communicated and adopted across the field.
- Monitor program outcomes and incorporate lessons learned to continuously improve future planning cycles.

You might thrive in this role if you

- 7+ years experience in revenue operations or strategy at a high-growth, technology company.
- Are highly organized and capable of operating with high degrees of leverage while maintaining exceptional attention to detail.
- Thrive in ambiguity and work autonomously.
- Build trust quickly and influence without direct authority across diverse stakeholder groups.
- Communicate effectively with audiences ranging from frontline operators to executive leadership teams.
- Have experience supporting planning processes such as long range planning, segmentation, budget planning, quota setting and sales compensation.
- Demonstrate sound judgment and an ownership mindset, proactively identifying risks and driving resolution.
- Ideally bring experience with consumption-based, usage-based, or hybrid monetization models and understand the implications these models have on incentives, capacity planning, and go-to-market design.

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. 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. 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.

OpenAI Global Applicant Privacy Policy

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.

Compensation Range: $239K - $265K