Job Details

About the TeamOpenAI's mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. This long-term undertaking brings together the world's best scientists, engineers, and business professionals. Our Go-To-Market (GTM) organization helps customers understand, adopt, and scale OpenAI's products and platform. Revenue Operations partners closely with Sales, Finance, and HR/People to drive disciplined planning and performance management. The GTM Planning team defines how company strategy translates into targets, segmentation, and coverage models that guide execution in the field, ensuring our GTM approach remains both analytically rigorous and operationally executable as we scale.About the RoleWe are hiring a GTM Planning operator to own target setting, segmentation, and coverage design centrally across our GTM organization. This is a high-impact individual contributor role responsible for defining how we set targets, structure GTM teams, and deploy coverage across segments and geographies. You will translate company growth goals into clear, actionable plans for the field and drive consistency and rigor across GTM planning processes. You will partner closely with Sales, Technical Success, and Finance leadership to shape planning decisions, frame tradeoffs, and continuously evolve how we maximize growth and efficiency.What You'll DoTarget Setting & Quota DesignDefine and own the GTM region & segment target-setting methodologyTranslate company-level revenue goals into quotas across segments, roles, and regionsDrive tradeoffs across growth, efficiency, and coverage in partnership with Finance and GTM leadershipSegmentation Strategy & Coverage DesignDefine customer and market segmentation (e.g., enterprise, midmarket, SMB, industry verticals, product motions)Continuously refine segmentation based on core KPIs and market dynamicsEnsure segmentation is consistently applied across planning and territory executionEvolve coverage models in partnership with GTM leadership to optimize growth, efficiency, and customer engagementPerformance Insights & Decision SupportAnalyze GTM performance drivers (e.g., attainment, segment performance, book size, coverage ratios)Identify opportunities to improve growth and efficiencyTranslate analysis into clear, actionable recommendations for leadershipStakeholder Partnership & CommunicationPartner closely with Sales leadership to ensure plans are credible and executable in the fieldIncorporate field feedback into planning iterationsDeliver clear, executive-ready narratives to support planning decisionsSystems & OperationalizationDrive how targets and segmentation are implemented in systems (e.g., Salesforce, BI tools)Partner with data and systems teams to ensure accuracy, scalability, and consistencyImprove usability and reliability of planning data across GTM workflowsWhat We're Looking For7+ years of experience in Sales Strategy, GTM Strategy & Planning, Revenue Operations, or similar roles in a high-growth B2B environmentDirect experience owning or heavily contributing to target setting, quota development, segmentation, and/or territory designStrong understanding of GTM mechanics (quota setting, territory design, book construction, coverage models)Deep modeling experience, including capacity modeling and topline / target setting (e.g., financial plans, quotas) to support GTM planning decisionsProven ability to translate business goals into structured plans and field-ready targetsAdvanced analytical skills (SQL, spreadsheets, BI tools such as Tableau) and experience with and planning platforms (e.g., Anaplan or similar tools)Strong communication and stakeholder management skills with the ability to influence senior leadersHigh ownership and ability to lead complex, cross‑functional workstreams end‑to‑endNice to HaveExperience in consumption‑based or usage‑based models (e.g., API, PLG, hybrid motions)Experience in multi‑product or rapidly evolving GTM environmentsFamiliarity with AI products and the AI/ML ecosystemLocationSan Francisco, CA or New York, NYAbout OpenAIOpenAI 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.We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this link.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.#J-18808-Ljbffr