GTM Planning Operations

About the Team OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. This long-term undertaking brings together the world’s best scientists, engineers, and business professionals. Our Go-To-Market (GTM) organization helps customers understand, adopt, and scale OpenAI’s products and platform. Revenue Operations partners closely with Sales, Finance, and HR/People to drive disciplined planning and performance management. The GTM Planning team defines how company strategy translates into targets, segmentation, and coverage models that guide execution in the field, ensuring our GTM approach remains both analytically rigorous and operationally executable as we scale. About the Role We are hiring a GTM Planning operator to own target setting, segmentation, and coverage design centrally across our GTM organization. This is a high-impact individual contributor role responsible for defining how we set targets, structure GTM teams, and deploy coverage across segments and geographies. You will translate company growth goals into clear, actionable plans for the field and drive consistency and rigor across GTM planning processes. You will partner closely with Sales, Technical Success, and Finance leadership to shape planning decisions, frame tradeoffs, and continuously evolve how we maximize growth and efficiency. You’ll be responsible for: - Define and own the GTM region & segment target-setting methodology - Translate company-level revenue goals into quotas across segments, roles, and region - Drive tradeoffs across growth, efficiency, and coverage in partnership with Finance and GTM leadership - Define customer and market segmentation (e.g., enterprise, midmarket, SMB, industry verticals, product motions) - Continuously refine segmentation based on core KPIs and market dynamics - Ensure segmentation is consistently applied across planning and territory execution - Evolve coverage models in partnership with GTM leadership to optimize growth, efficiency, and customer engagement - Analyze GTM performance drivers (e.g., attainment, segment performance, book size, coverage ratios) - Identify opportunities to improve growth and efficiency - Translate analysis into clear, actionable recommendations for leadership - Partner closely with Sales leadership to ensure plans are credible and executable in the field - Incorporate field feedback into planning iterations - Deliver clear, executive-ready narratives to support planning decisions - Drive how targets and segmentation are implemented in systems (e.g., Salesforce, BI tools) - Partner with data and systems teams to ensure accuracy, scalability, and consistency - Improve usability and reliability of planning data across GTM workflows We’re looking for someone with: - 7+ years of experience in Sales Strategy, GTM Strategy & Planning, Revenue Operations, or similar roles in a high-growth B2B environment - Direct experience owning or heavily contributing to target setting, quota development, segmentation, and/or territory design - Strong understanding of GTM mechanics (quota setting, territory design, book construction, coverage models) - Deep modeling experience, including capacity modeling and topline / target setting (e.g., financial plans, quotas) to support GTM planning decisions - Proven ability to translate business goals into structured plans and field-ready targets - Advanced analytical skills (SQL, spreadsheets, BI tools such as Tableau) and experience with and planning platforms (e.g., Anaplan or similar tools) - Strong communication and stakeholder management skills with the ability to influence senior leaders - High ownership and ability to lead complex, cross-functional workstreams end-to-end Nice to have: - Experience in consumption-based or usage-based models (e.g., API, PLG, hybrid motions) - Experience in multi-product or rapidly evolving GTM environments - Familiarity with AI products and the AI/ML ecosystem 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 https://cdn.openai.com/policies/eeo-policy-statement.pdf. 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