OpenAI is hiring a Sales Strategy & Operations Lead for the ChatGPT Ads team to build the GTM operating system. The role involves sales strategy, planning, systems, segmentation, forecasting, sales programs, and commercial execution to scale the Ads business. Responsibilities include building GTM foundations, partnering cross-functionally, developing frameworks for segmentation and coverage, planning for headcount and market launches, creating operating rhythms, tracking KPIs, managing sales programs, program managing sales readiness for launches, identifying process and data gaps, and establishing AI-native workflows. Candidates should have 10+ years in sales strategy, revenue operations, or related roles, experience in digital advertising or adtech, understanding of ads GTM complexity, experience with segmentation and forecasting at scale, strong analytical skills, ability to clarify ambiguous problems, clear communication, comfort with imperfect data, strong judgment, and thrive in early-stage environments. Locations: San Francisco, CA and New York, NY.
What you'll do
Build the operating foundation for ChatGPT Ads across GTM systems, segmentation, coverage, forecasting, sales planning, and business reviews
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Partner with Sales, Ads Ops, Product, Engineering, Strategic Finance, Legal, Policy, Marketing, Partnerships, Customer Success, and Data teams to translate strategy into execution
Develop objective frameworks for account segmentation, coverage models, book-of-business design, seller capacity, and prioritization across sales-led and scaled motions
Build planning inputs for annual planning, quarterly planning, headcount planning, investment cases, territory design, market launches, and productivity modeling
Create and improve operating rhythms including WBRs, MBRs, QBRs, forecast calls, pipeline reviews, executive updates, and decision forums
Define and track KPIs for Ads GTM including revenue, pipeline, advertiser growth, activation, retention, forecast accuracy, seller productivity, customer health, program impact, and operational quality
Design and manage sales-led programs that improve advertiser acquisition, activation, adoption, retention, and spend growth
Program manage sales readiness for new-market or major commercial launches in coordination with Product, Legal, Marketing, Policy, Finance, Support, Measurement, and other launch owners
Identify processes, systems, data, and governance gaps that could limit scale and recommend practical fixes
Help establish AI-native workflows that improve planning, CRM hygiene, forecasting, seller productivity, reporting, and operating reviews
Requirements
10+ years of experience in sales strategy, revenue operations, business operations, GTM strategy, strategic finance, consulting, or related operating roles
Meaningful experience in digital advertising, media, adtech, agency, marketplace, or platform businesses
Understanding of operational complexity of ads GTM including direct sales, agencies, partners, resellers, outsourced sales, campaign lifecycle, billing, incentives, measurement, and self-serve motions
Experience building or operating segmentation, coverage, forecasting, planning, sales programs, business reviews, or GTM systems at scale
Analytically rigorous and comfortable with financial models, capacity models, account scoring, productivity analysis, and scenario planning
Ability to turn ambiguous business problems into clear operating plans, owners, metrics, timelines, and decision points
Clear communication skills with executives and frontline teams, and ability to write in a crisp, structured way
Comfortable working with imperfect data while improving data quality, instrumentation, and governance over time
Strong judgment about when to build process, when to keep teams moving, and how to balance speed with durability
Thrives in early-stage environments where playbooks need to be built, tested, and improved quickly
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