GTM Strategy & Operations, Professional Services
OpenAIRole Description & Requirements
About the Team
OpenAI's Professional Services team helps organizations move from AI ambition to durable production outcomes. We partner with customers on complex deployments and build the strategy, commercial models, operating mechanisms, and delivery capacity needed to realize value from OpenAI's models and products.
The team works across Go-to-Market, Forward Deployed Engineering, Technical Success, Finance, Product, Legal, Data, Systems, and delivery partners. We are building a services motion that is customer-centered, commercially rigorous, operationally scalable, and deliberately connected to product adoption.
About the Role
We are seeking a senior GTM Strategy & Operations professional to build and scale the operating system for OpenAI's Professional Services business. This is a foundational, hands-on individual contributor role at the intersection of business strategy, finance, go-to-market, and delivery. You will turn ambiguous questions—what we offer, how we price and package it, how we plan capacity, and how we measure performance—into clear decisions and repeatable mechanisms.
You will own business planning, pricing and packaging, forecasting and modeling, management reporting, and cross-functional strategic initiatives. You will build integrated views of demand, staffing, revenue, margin, and delivery performance; replace one-off analyses with durable processes; and create operating cadences that help leaders act early.
You will be a trusted partner to Professional Services, GTM, FDE, Technical Success, Finance, Product, Legal, Revenue Operations, and Data leaders. The right person combines direct Professional Services judgment with rigorous analytics, executive communication, and the willingness to build the model, process, or dashboard themselves.
You’ll be responsible for:
Define and drive the business and GTM strategy for Professional Services, including target customer needs, offer portfolio, positioning, pricing and packaging, partner motions, and where to standardize versus tailor delivery.
Own long-range, annual, and quarterly planning for the services business, translating goals into bookings, revenue, margin, capacity, utilization, role mix, geography, hiring, and investment assumptions.
Build and maintain integrated demand, capacity, staffing, and revenue models; develop scenarios and sensitivities; improve bottom-up forecast accuracy; and turn the output into clear executive recommendations.
Design the management system for the business: KPIs, source-of-truth reporting, dashboards, pipeline and staffing reviews, and monthly and quarterly operating cadences.
Improve the end-to-end services lifecycle from opportunity intake and scoping through commercial design, contracting, staffing, delivery, and expansion, partnering with Revenue Operations and Systems rather than duplicating their ownership.
Partner with Finance, Legal, GTM, FDE, Technical Success, and delivery leaders on business cases, services economics, deal tradeoffs, resource allocation, and investment decisions.
Lead ambiguous cross-functional initiatives from problem definition through implementation, creating clear decision rights, mechanisms, and accountability.
Translate recurring customer and delivery patterns into inputs for product strategy, enablement, partner strategy, and more repeatable product-plus-services offerings that accelerate durable product adoption.
We’re looking for someone with:
8+ years of experience in GTM Strategy & Operations, Business Operations, Strategic Finance, management consulting, or a comparable role, including direct experience in a technology Professional Services, implementation, systems-integration, consulting, or managed-services business.
Deep command of services economics and operating levers such as pipeline, bookings, backlog, revenue timing, gross margin, utilization, capacity, staffing mix, delivery quality, and customer outcomes.
Exceptional quantitative modeling skills: you can build auditable demand, staffing, revenue, and scenario models; work fluently in spreadsheets; and use SQL, BI, or other data tools to test assumptions and improve decisions.
Strong commercial and GTM judgment across pricing and packaging, offer design, forecasting, resource allocation, and complex enterprise delivery motions.
A record of turning ambiguous strategy into repeatable operating mechanisms, decision frameworks, reporting rhythms, and measurable results.
Excellent executive communication and influence; you can frame choices, surface assumptions, and drive alignment across technical and non-technical leaders.
Demonstrated leadership of complex cross-functional programs and teams. People-management experience is helpful, but this role is initially scoped as a senior individual contributor.
A low-ego, high-ownership working style, comfort with rapid change, and genuine interest in how frontier AI can create durable customer value.
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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