GTM Strategy & Operations, Professional Services
About this role
OpenAI's Professional Services team builds a customer-centered services motion that helps organizations move from AI ambition to durable production outcomes. The team works across multiple departments to establish the strategy, commercial models, operating mechanisms, and delivery capacity needed for successful deployments.
The incoming professional will build and scale the operating system for the Professional Services business by handling business planning, pricing and packaging, forecasting, and reporting. This foundational individual contributor role suits someone who combines direct services judgment with quantitative modeling, executive communication, and a hands-on working style.
What you will do
- Define the go-to-market strategy for Professional Services, covering target customer needs, offer portfolios, positioning, pricing, and packaging.
- Manage long-range, annual, and quarterly planning to translate goals into metrics for bookings, revenue, margin, capacity, and hiring.
- Develop integrated demand, capacity, staffing, and revenue models to improve forecast accuracy and generate executive recommendations.
- Design management systems such as key performance indicators, dashboards, pipeline reviews, and operating cadences.
- Improve the end-to-end services lifecycle from opportunity intake and scoping through commercial design, contracting, and delivery.
- Partner with finance, legal, and go-to-market leaders on business cases, deal tradeoffs, and resource allocation decisions.
- Lead complex cross-functional initiatives from problem definition to implementation with clear decision rights and accountability.
What you need
- Have at least 8 years of experience in go-to-market strategy and operations, business operations, strategic finance, or management consulting.
- Possess direct experience working in a technology professional services, implementation, systems-integration, consulting, or managed-services business.
- Demonstrate deep command of services economics and operating levers including pipeline, backlog, utilization, and gross margin.
- Show exceptional quantitative modeling skills with the ability to build auditable demand, staffing, and revenue models in spreadsheets.
- Utilize SQL, BI, or other data tools to test assumptions and support business decisions.
- Exhibit strong commercial judgment across pricing, offer design, forecasting, and enterprise delivery motions.
- Demonstrate excellent executive communication skills to frame choices and drive alignment across technical and non-technical leaders.
Nice to have
- People-management experience
Benefits
- Offers Equity
Skills and tech stack
Questions candidates ask
What is the location for this role?
The position is located in San Francisco.
What compensation is provided?
The salary ranges from $293K to $325K and includes offers of equity.
What kind of team is this?
The Professional Services team helps organizations move from AI ambition to durable production outcomes by partnering on complex deployments and building operating mechanisms.
Is this a people-management position?
The role is initially scoped as a senior individual contributor, though people-management experience is considered helpful.