Head of Scaled, Ads Solutions

About the Team

OpenAI’s mission is to ensure that artificial general intelligence benefits all of humanity. In support of that mission, the Ads Solutions team partners closely with advertisers, agencies, and strategic partners to help businesses unlock value through AI-powered advertising solutions while maintaining strong standards for user trust, platform integrity, and responsible innovation.

As OpenAI’s advertising business scales, the Head of ScaledAds Sales will build the strategy and operating system for serving businesses at global scale. This leader will connect direct, reseller, and outsourced channels; turn market priorities into execution; and shape a repeatable growth model that protects advertiser outcomes and user trust. This role reports directly to the VP of Global Ads Solutions and will be a key member of their leadership team.

About the Role

We are seeking a Head of Scaled Ads Sales to define and scale OpenAI’s approach to serving advertisers at scale. You will set the scaled sales strategy across direct, reseller, and business-process-outsourcing (BPO) channels; identify priority markets; and translate that strategy into sequenced, measurable in-market execution.

This is a highly strategic and operational leadership role responsible for scaled sales revenue growth and channel performance. You will design the reseller model, select priority vendors and markets, lead RFPs and contracting, and manage partners against clear commercial and customer-quality standards. You will also work closely with outsourced vendors in the BPO channel and test a focused mid-market sales team as a potential growth engine.

The ideal candidate combines scaled go-to-market strategy, channel leadership, vendor-management discipline, experimentation, and operational rigor. You are equally comfortable building a business case, running an RFP, coaching internal and partner teams, reviewing funnel economics, and changing course quickly when market evidence challenges the plan.

The role location and office expectations will be determined in partnership with the hiring team.

In this role you will

• 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, playb

Responsibilities

• 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 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
• Partner with Enterprise Sales, GTM, Marketing, Product, and Operations leaders to optimize the advertiser lifecycle
• Design and run reseller operations, including market and vendor selection, RFPs, commercial negotiations, onboarding, enablement, governance, and performance management
• Build forecasting, funnel management, capacity planning, partner scorecards, and business reviews
• 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 the 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

Requirements

• Scaled go-to-market strategy experience
• Channel leadership experience
• Vendor-management discipline
• Experimentation capability
• Operational rigor
• Ability to build business cases
• RFP execution experience
• Coaching capability for internal and partner teams
• Funnel economics review skills
• Ability to change course quickly based on market evidence