GTM Strategy & Operations, Professional Services

About the role

• OpenAI's Professional Services team helps organizations move from AI ambition to durable production outcomes through complex deployments, strategy, commercial models, operating mechanisms, and delivery capacity.
• The team works across Go-to-Market, Forward Deployed Engineering, Technical Success, Finance, Product, Legal, Data, Systems, and delivery partners to build a customer-centered, commercially rigorous, scalable services motion connected to product adoption.
• This foundational, hands-on senior individual contributor role will build and scale the operating system for OpenAI's Professional Services business at the intersection of business strategy, finance, go-to-market, and delivery.
• Turn ambiguous questions about offerings, pricing and packaging, capacity planning, and performance measurement into clear decisions and repeatable mechanisms.
• Own business planning, pricing and packaging, forecasting and modeling, management reporting, and cross-functional strategic initiatives. Build integrated views of demand, staffing, revenue, margin, and delivery performance, replacing one-off analyses with durable processes and operating cadences.
• Serve as a trusted partner to Professional Services, GTM, FDE, Technical Success, Finance, Product, Legal, Revenue Operations, and Data leaders, combining services judgment, analytics, executive communication, and hands-on model, process, and dashboard development.
• Remote role with applicant eligibility limited to the United States.

Responsibilities

• Define and drive Professional Services business and GTM strategy, including target customer needs, offer portfolio, positioning, pricing and packaging, partner motions, and decisions about standardizing versus tailoring delivery.
• Own long-range, annual, and quarterly planning, 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 deliver clear executive recommendations.
• Design business KPIs, source-of-truth reporting, dashboards, pipeline and staffing reviews, and monthly and quarterly operating cadences.
• Improve the services lifecycle from opportunity intake and scoping through commercial design, contracting, staffing, delivery, and expansion, partnering with Revenue Operations and Systems without 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, establishing clear decision rights, mechanisms, and accountability.
• Translate recurring customer and delivery patterns into inputs for product strategy, enablement, partner strategy, and repeatable product-plus-services offerings that accelerate durable product adoption.

Requirements

• 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 understanding of services economics and operating levers, including pipeline, bookings, backlog, revenue timing, gross margin, utilization, capacity, staffing mix, delivery quality, and customer outcomes.
• Exceptional quantitative modeling skills, including auditable demand, staffing, revenue, and scenario models; spreadsheet fluency; and the ability to 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 translating ambiguous strategy into repeatable operating mechanisms, decision frameworks, reporting rhythms, and measurable results.
• Excellent executive communication and influence, including framing choices, surfacing assumptions, and aligning technical and non-technical leaders.
• Demonstrated leadership of complex cross-functional programs and teams. People-management experience is helpful, but the role is initially a senior individual contributor position.
• 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. It advances AI capabilities and seeks to deploy them safely through its products, with safety, human needs, and diverse perspectives at the core of its mission.
• OpenAI believes AI can help solve immense global challenges and aims for its benefits to be widely shared.

Equal opportunity and applicant information

• OpenAI is an equal opportunity employer and does not discriminate based on race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other legally protected characteristics. See the Affirmative Action and Equal Employment Opportunity Policy Statement.
• Background checks are administered in accordance with applicable law. Qualified US applicants with arrest or conviction records will be considered consistently with applicable laws, including the San Francisco Fair Chance Ordinance, Los Angeles County Fair Chance Ordinance for Employers, and California Fair Chance Act.
• For workers in unincorporated Los Angeles County, criminal history may have a direct adverse relationship with duties involving protection and return of computer hardware and its data, confidentiality of proprietary and non-public information, and access to secure IT systems and associated data-security obligations. This may result in withdrawal of a conditional employment offer.
• Reasonable accommodations are available to applicants with disabilities through the accommodation request form.
• Report suspected job-posting noncompliance through the compliance form. Inquiries unrelated to job-posting compliance will not receive a response.
• See the OpenAI Global Applicant Privacy Policy.