Head of Scaled, Ads Solutions

About the Role

As a key member of the leadership team, the Head of Scaled Ads Solutions will be responsible for setting the scaled sales strategy across direct, reseller, and BPO channels. This will involve identifying priority markets, translating strategy into sequenced, measurable in-market execution, and designing the reseller model. The ideal candidate will have a strong background in scaled go-to-market strategy, channel leadership, vendor-management discipline, experimentation, and operational rigor.

The Ads Solutions team at OpenAI partners closely with advertisers, agencies, and strategic partners to help businesses unlock value through AI-powered advertising solutions. As the company's advertising business scales, the Head of Scaled Ads Solutions will be responsible for building the strategy and operating system for serving businesses at global scale. This will require a deep understanding of the ads industry, as well as the ability to think strategically and operate effectively.

What You Will Do

• Design, build, coach, and develop the scaled sales organization and its partner ecosystem, fostering a high-performance, accountable, and customer-centric culture.
• Set OpenAI's scaled ads sales strategy across direct, reseller, and BPO channels, including segmentation, geographic coverage, and channel selection.
• Own scaled sales (including resellers) revenue goals and channel performance, with clear targets for acquisition, activation, retention, advertiser outcomes, and partner performance.
• Translate strategy into prioritized in-market action and launch plans, documenting owners, milestones, and operating reviews that accelerate advertiser adoption, retention, and expansion.
• Partner with Enterprise Sales, GTM, Marketing, Product, and Operations leaders to optimize the advertiser lifecycle from acquisition through activation, growth, and retention.
• Design and run reseller operations, including market and vendor selection, RFPs, commercial negotiations, onboarding, enablement, governance, and ongoing performance management.
• Build forecasting, funnel management, capacity planning, partner scorecards, and business reviews that create operational excellence and predictable growth.
• Serve as the voice of scaled advertisers and channel partners, bringing market insight and customer feedback to Product, Engineering, and leadership teams.
• Represent OpenAI at industry events, with media, and in the field to advocate for our mission and growth.
• Collaborate with outsourced vendors in the BPO channel to define scope, training, quality standards, incentives, compliance, and continuous improvement.
• Launch and evaluate a focused mid-market team experiment, defining the hypothesis, account selection, coverage model, success metrics, and criteria to scale, iterate, or stop.
• Establish scalable processes, playbooks, controls, and best practices that drive growth and efficiency.

What We Are Looking For

• 8+ years of experience in sales leadership, with a focus on scaled sales strategy and channel leadership.
• Strong background in GTM strategy, vendor management, and operational rigor.
• Experience with Excel and other sales analytics tools.
• Proven track record of driving revenue growth and channel performance.
• Strong understanding of the ads industry and AI-powered advertising solutions.
• Ability to think strategically and operate effectively in a fast-paced environment.
• Excellent communication and leadership skills, with the ability to motivate and inspire teams.
• Strong analytical and problem-solving skills, with the ability to drive data-driven decision making.
• Experience with reseller operations, including market and vendor selection, RFPs, and commercial negotiations.

Nice to Have

• Experience with AI-powered advertising solutions and OpenAI's products.
• Knowledge of the latest industry trends and technologies, including AI, machine learning, and data analytics.
• Experience with sales forecasting, funnel management, and capacity planning.
• Strong understanding of customer-centric culture and the ability to foster a high-performance, accountable team.

Benefits and Perks

• Competitive salary and equity package.
• Opportunity to work with a leading company in the AI-powered advertising solutions space.
• Collaborative and dynamic work environment with a team of experienced professionals.
• Flexible working hours and remote work options.
• Professional development opportunities, including training and education programs.
• Access to the latest industry trends and technologies, including AI, machine learning, and data analytics.
• Comprehensive health and wellness benefits, including medical, dental, and vision insurance.
• Generous paid time off and holiday policy.
• Employee recognition and reward programs.

• Develop a strong understanding of GTM strategy and channel leadership to stand out in the application process.
• Highlight your experience with Excel and other sales analytics tools to demonstrate your ability to drive data-driven decision making.
• Be prepared to discuss your experience with reseller operations, including market and vendor selection, RFPs, and commercial negotiations.
• Show a genuine interest in AI-powered advertising solutions and OpenAI's products to demonstrate your passion for the industry.
• Be prepared to provide specific examples of your ability to think strategically and operate effectively in a fast-paced environment.
• Consider developing a portfolio that showcases your experience and skills in sales leadership, GTM strategy, and channel leadership.
• Research the company culture and values to understand the importance of customer-centricity and teamwork.