Sales Operations

Director, GTM Strategy & Operations

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.

As a Director, GTM Strategy & Operations, you will play a critical role in designing and scaling the operational infrastructure that powers our sales organization.

You will serve as a trusted partner to GTM leadership, owning key elements of the sales operating model—from lead routing and territory design to opportunity management and deal execution. This role combines systems design, process optimization, analytics, and team leadership to improve seller productivity, pipeline health, and business performance.

You will lead a team and partner closely with Marketing Operations, Systems, Finance, Enablement, Legal, Deal Desk, and Security to build scalable processes that support OpenAI's continued growth.

This role will be based in NYC. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

In this role, you will:

• Own and optimize core sales operations processes across lead management, account and territory design, pipeline governance, and opportunity management.
• Build scalable systems, workflows, and automation that improve data quality, operational efficiency, and seller productivity.
• Lead territory planning, account ownership management, and fiscal planning processes to align coverage with market opportunity.
• Partner cross-functionally to streamline commercial operations, including RFPs, security reviews, compliance requests, and other deal execution workflows.
• Establish operational metrics, reporting, and governance processes that improve visibility, accountability, and business performance.
• Lead and develop a high-performing operations team while driving strategic initiatives that support GTM growth.

You might thrive in this role if you:

• Have 10+ years of experience in Sales Operations, Revenue Operations, GTM Operations, or related functions within high-growth technology companies.
• Have experience building and leading high-performing teams and driving cross-functional initiatives.
• Bring deep expertise in sales systems, process design, territory planning, pipeline management, and operational scaling.
• Have strong analytical skills and experience with Salesforce, SQL, Excel, and other operational tooling.
• Are highly organized, detail-oriented, and able to navigate ambiguity while balancing multiple priorities.
• Communicate effectively with stakeholders at all levels and are comfortable influencing senior leaders.

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.

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.