GTM Strategy & Operations Lead, Enterprise
WFA Digital Insight
The demand for skilled GTM strategy professionals has surged, with a 25% increase in job postings over the last year. As companies like Openai continue to innovate and expand their AI offerings, the need for experts who can develop and execute go-to-market strategies has become paramount. Openai's commitment to safe and beneficial AI development makes this role particularly compelling for those passionate about the ethical implications of AI. With the remote job market booming, candidates with strong analytical, operational, and executive communication skills are in high demand. Before applying, candidates should be aware of the fast-paced and often ambiguous nature of this environment, requiring adaptability and strategic thinking.
Job Description
About the Role
The GTM Strategy & Operations Lead role at Openai is a pivotal position that drives the systems, insights, and operating rhythms to scale Enterprise revenue growth. This involves partnering closely with Enterprise Sales leadership to guide strategy, improve operational efficiency, and manage core business cadences across the Enterprise organization. The successful candidate will lead high-impact cross-functional initiatives, translate business performance into executive-ready recommendations, and help evolve the sales motions and planning processes needed to support rapid growth.This role is part of a dynamic team that includes Sales, Solutions, Support, Marketing, and Partnership professionals, all working together to create valuable solutions that bring AI to as many users as possible. The team's mission is to help customers leverage and deploy Openai's highly capable AI products across their business, making this a critical component of Openai's overall strategy.
Openai's commitment to building safe artificial general intelligence (AGI) that benefits all of humanity underpins every aspect of the company's operations. This long-term undertaking brings together the world's best scientists, engineers, and business professionals in one lab, creating a unique and stimulating work environment.
What You Will Do
- Partner with Enterprise Sales leadership on growth strategy, coverage models, and resource planning
- Translate business performance and customer insights into actionable recommendations
- Own forecasting, pipeline reviews, business reviews, and performance reporting
- Create scalable processes, metrics, and operating cadences that improve execution and accountability
- Analyze pipeline, productivity, territory design, and sales effectiveness to identify growth opportunities and operational gaps
- Lead initiatives that improve efficiency across the revenue organization
- Partner across Sales, Finance, Enablement, Data, Product, Growth Strategy, and Systems to drive high-impact initiatives
- Align stakeholders on priorities, milestones, and outcomes
- Deliver executive-ready insights, recommendations, and business updates
- Simplify complex analysis into clear actions, risks, and opportunities
What We Are Looking For
- 10+ years of experience in GTM strategy, sales operations, consulting, strategic finance, or revenue operations at a high-growth technology company
- Experience supporting Enterprise sales organizations in complex B2B or AI-driven businesses
- Strong analytical, operational, and executive communication skills
- Experience with territories, forecasting, pipeline management, and sales operating cadences
- Proficiency with Salesforce, SQL, spreadsheets, and BI tools
- Ability to lead cross-functional initiatives and operate effectively in fast-moving, ambiguous environments
- Strong understanding of sales performance metrics and data analysis
- Experience in driving sales growth and improving sales efficiency
- Knowledge of the AI and technology landscape, with an understanding of how AI solutions are sold and deployed
Nice to Have
- Experience with AI or machine learning technologies and their applications in business
- Knowledge of cloud-based sales and marketing tools beyond Salesforce
- Certification in sales operations, sales leadership, or a related field
- Experience in managing and mentoring teams
Benefits and Perks
- Competitive compensation package
- Opportunities for professional growth and development in a rapidly evolving field
- Collaborative and dynamic work environment with a team of professionals who are passionate about AI and its applications
- Flexible remote working arrangements
- Access to cutting-edge technologies and tools
- Comprehensive health and wellness benefits
- Generous PTO and holiday package
- Opportunities for networking and professional development through company-sponsored events and training programs
How to Stand Out
- Ensure your resume and cover letter highlight specific examples of driving sales growth and improving operational efficiency in previous roles.
- Familiarize yourself with Openai's products and mission, and be prepared to discuss how your skills and experience align with the company's goals.
- Develop a strong understanding of Salesforce and its applications in sales operations, as well as proficiency in data analysis and BI tools.
- Prepare case studies or examples of successful cross-functional initiatives you have led, and be ready to discuss your approach to driving high-impact projects.
- Research the current market trends in AI and sales operations to demonstrate your knowledge and stay ahead of the competition.
- Be prepared to discuss your experience with pipeline management, forecasting, and sales performance analysis, and how you have used data to inform sales strategies in the past.
This is a remote position listed on WFA Digital, the platform for professionals who work from anywhere. Browse more remote jobs across all categories.