GTM Strategy & Operations
OpenAIRole Description & Requirements
About the Team
The GTM Strategy & Growth team drives the growth and evolution of our B2B business across products, customer segments, and routes to market. We partner closely with Product, Sales, Success, Data Science, Finance, and Marketing to define and execute go-to-market strategies for new product launches, commercialization models, customer growth initiatives, and market expansion opportunities.
Our work sits at the intersection of product strategy, growth, and operations — shaping how we bring products to market, how we measure success, and how we scale adoption across customer segments. We operate across both strategic and highly operational domains, from defining long-term growth bets and commercial strategy to building launch plans, tracking performance, and driving cross-functional execution across the business.
About the Role
We’re looking for a strategic, hands-on individual contributor to join our GTM Strategy & Growth team and help shape how we grow and scale our B2B business across products, customer segments, and routes to market. This is a generalist role for someone who combines strong product intuition with thoughtful GTM strategy and can flex seamlessly between strategic thinking and operational execution.
You’ll translate business priorities into clear growth strategies, operating plans, and cross-functional execution. Your work may span product launches, commercialization models, customer growth initiatives, market expansion, and the systems and processes that help the business scale.
You should be highly analytical, comfortable working across a range of products and business problems, and experienced navigating complex cross-functional environments. Experience with technical or API-based products is valuable, but the most important qualities are strategic range, sound judgment, and the ability to turn customer, product, and market insights into practical recommendations and action.
This role is based in San Francisco office, 4-5 times a week.
In this role, you will:
Drive go-to-market strategy across products, customer segments, and routes to market, partnering closely with Product and GTM leaders to shape growth priorities and commercialization approaches.
Develop goals, launch success metrics, and operating KPIs for new initiatives, and monitor performance in partnership with Data Science and Analytics teams.
Develop growth strategies and strategic bets across new products, capabilities, customer motions, and market opportunities.
Develop customer segmentation frameworks and tailored strategies for different customer profiles, industries, and stages of adoption.
Partner with Product teams to provide structured customer feedback, market insights, and prioritization input that informs product roadmap decisions.
Collaborate with Pricing, Finance, and Product teams to develop commercial models, packaging, and monetization strategies, ensuring downstream GTM execution aligns with the broader commercial strategy.
Conduct market, competitive, and customer research to identify whitespace opportunities and inform strategic decision-making.
Partner cross-functionally with Sales, Customer Success, Marketing, Product, Finance, and Operations to align on priorities and execute against business goals.
Analyze business performance and identify opportunities to improve GTM strategy and operating plans based on data, customer insights, and market dynamics.
You might thrive in this role if you:
Have experience across GTM strategy, business operations, management consulting, product strategy, finance, or related functions in high-growth technology environments.
Bring strong fluency in data and analytics, with the ability to define meaningful success metrics, interpret performance trends, and drive data-informed decision-making.
Have experience working across multiple products, customer segments, or routes to market; experience with technical or API-based products is a plus.
Possess a broad understanding of B2B GTM operating models across Sales, Success, Product, Marketing, and Operations.
Have demonstrated success contributing to complex cross-functional initiatives that span strategy, operations, and execution.
Are equally comfortable developing strategic recommendations, solving ambiguous problems, and diving into operational details to ensure strong execution.
Bring strong product intuition and the ability to partner with Product teams on roadmap prioritization, customer insights, and commercialization strategy.
Have experience developing or evaluating pricing, packaging, monetization, or broader commercial strategies in partnership with Product and Finance teams.
Thrive in ambiguous, fast-moving environments and can bring structure and clarity to complex business problems across a range of contexts.
Are a clear communicator and collaborative partner who can build alignment across technical and non-technical teams.
About OpenAI
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.
For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement.
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.
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