GTM Strategy & Planning

About the team OpenAI’s mission is to ensure that artificial general intelligence (AGI) benefits all of humanity. Our Go-To-Market (GTM) organization helps customers adopt and scale OpenAI’s products and platform. The GTM Strategy & Planning team sits within Revenue Operations and works at the intersection of GTM Leadership, Strategic Finance, and the broader business. We shape how OpenAI invests, organizes, and scales its revenue organization, translating company ambitions into actionable growth strategies, financial targets, capacity plans, and investment decisions. Our work spans OpenAI’s global GTM organization, including Sales, Technical Success, Partnerships, and emerging businesses. We partner closely with senior leadership to ensure our resources support the highest-impact opportunities as the business grows. About the role We’re looking for a highly analytical and strategic operator to help shape OpenAI’s GTM growth strategy and operating plan. In this role, you’ll tackle some of the most important questions facing our revenue organization: Where should we invest to accelerate growth? How should we allocate resources across markets, segments, and customer motions? What level of productivity can we expect as we scale? How do we translate ambitious financial goals into executable plans? You’ll own planning and analytical workstreams spanning revenue targets, investment strategy, capacity and productivity modeling, and GTM organizational design. Working closely with Strategic Finance, GTM Leadership, and cross-functional partners, you’ll develop rigorous, data-backed recommendations that inform executive decisions. This role is ideal for someone who combines strong financial and analytical skills with strategic judgment, thrives in ambiguity, and can move between detailed modeling and executive-level decision-making. This role is based in San Francisco, CA or New York, NY. In this role, you will: - Partner with GTM Leadership and Strategic Finance to translate company financial objectives into growth strategies, resource allocation decisions, and operating plans across regions, segments, and functions. - Build headcount, capacity, and productivity models to inform where and how OpenAI invests across Sales, Technical Success, Partnerships, and other GTM functions. - Develop regional, segment, and team-level revenue targets, translating company financial goals into executable plans with clear accountability. - Build scenario analyses to evaluate how hiring, productivity, product launches, partner distribution, and other growth levers affect revenue performance and investment requirements. - Develop data-driven recommendations on segmentation, coverage models, organizational structure, and resource allocation to support growth and operational efficiency. - Lead annual and midyear planning cycles, aligning Strategic Finance, GTM Leadership, Field Operations, Data Science, and other stakeholders around a cohesive operating plan. - Analyze revenue attainment, capacity, productivity, and other key performance indicators to surface risks, challenge assumptions, and inform strategic decisions. - Translate complex analyses into clear, actionable recommendations for senior leadership, balancing analytical rigor with business judgment and a company-wide perspective. You might thrive in this role if you: - Have 8+ years of experience in GTM Strategy & Operations, Strategic Finance, Business Operations, management consulting, or a similarly analytical and strategic role. - Have exceptional analytical and financial modeling skills, with experience building complex models that inform strategic, financial, and operational decisions. - Understand GTM strategy, revenue planning, capacity models, and the drivers