OpenAI is hiring a Head of Scaled Ads Sales to lead strategy and operations for serving advertisers at global scale. The role involves building and managing scaled sales across direct, reseller, and BPO channels, setting revenue goals, designing reseller operations, managing vendor relationships, and driving operational excellence. The candidate must have 15+ years in digital advertising or related commercial leadership, 10+ years leading scaled sales or revenue teams, experience with reseller and outsourced sales operations, strong leadership skills, and be highly data-driven. Location and office expectations will be determined with the hiring team.
What you'll do
Design, build, coach and develop the scaled sales organization and its partner ecosystem
Set scaled ads sales strategy across direct, reseller and BPO channels including segmentation, geographic coverage, and channel selection
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Own scaled sales revenue goals and channel performance with clear targets for acquisition, activation, retention, advertiser outcomes, and partner performance
Translate strategy into prioritized in-market action and launch plans with owners, milestones, and operating reviews
Partner with Enterprise Sales, GTM, Marketing, Product, and Operations leaders to optimize advertiser lifecycle
Design and run reseller operations including market and vendor selection, RFPs, commercial negotiations, onboarding, enablement, governance, and performance management
Build forecasting, funnel management, capacity planning, partner scorecards, and business reviews
Serve as the voice of scaled advertisers and channel partners, bringing market insight and customer feedback to Product, Engineering, and leadership teams
Represent OpenAI at industry events, with media, and in the field
Collaborate with outsourced vendors in the BPO channel to define scope, training, quality standards, incentives, compliance, and continuous improvement
Launch and evaluate a focused mid-market team experiment with defined hypothesis, account selection, coverage model, success metrics, and scaling criteria
Establish scalable processes, playbooks, controls, and best practices supporting responsible growth across markets, channels, and customer segments
Requirements
15+ years of experience in digital advertising, media, technology, or related commercial leadership roles
10+ years of experience leading high-performing scaled sales, account management, customer success, or revenue teams
Experience building new products from the ground up in a fast-paced entrepreneurial environment
Passion for AI applied to marketing
Proven track record of exceeding revenue targets and scaling performance-advertising businesses across multiple channels and markets
Deep experience with reseller and outsourced sales operations, including vendor selection, RFPs, contracting, onboarding, enablement, governance, and performance management
Exceptional people leadership skills including recruiting, coaching, developing, and inspiring teams
Ability to build strong relationships with reseller executives, BPO leaders, advertisers, and senior internal decision-makers
Ability to turn strategy into prioritized market actions with explicit owners, measurable milestones, and disciplined operating cadence
Highly data-driven and comfortable using funnel metrics, unit economics, service quality, and experimentation to prioritize investments and drive accountability
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