GTM Incentive Design

About the Team

OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals together to accomplish it.

In pursuit of this mission, our Go-To-Market (GTM) organization helps customers understand, adopt, and scale OpenAI’s products and platform. Revenue Operations partners closely with the Sales, Finance, and HR/People to drive disciplined planning and performance management across the go-to-market organization. The Planning team leads key revenue planning cycles and provides data-driven thought leadership to help GTM teams align resources, incentives, and execution against company priorities as the business grows.

About the Role

We are seeking a highly analytical, execution-focused individual to join Revenue Operations and help build and scale GTM performance frameworks across the go-to-market organization. In this role, you’ll translate company priorities into practical programs that clarify how teams are measured against goals, supported, and set up for success as the business grows.

You’ll partner closely with GTM, Finance, and Systems to ensure performance programs and governance processes are implemented consistently, monitored effectively, and improved over time.

You’ll be building

• GTM performance strategy – Design and operationalize scalable frameworks that align team objectives and targets with company growth priorities.

• Operationalizing incentives and quota programs across GTM roles, supporting how goals and attainment measurement are structured, documented, and cascaded out.

• Implementing and maintaining quota governance related to quota assignments and in-year adjustments, with consistent policy application across roles and segments.

• Supporting incentive spend stewardship in partnership with Finance, helping forecast, monitor, and reconcile sales performance incentive budgets and outcomes.

• Building and operating performance measurement—defining success metrics, tracking attainment and program effectiveness (including incentive outcomes), and translating results into practical recommendations to improve design and execution.

• Partnering on tools and data workflows to keep quota and incentive administration running smoothly, while identifying targeted opportunities to improve automation, data quality, and scalability.

We’re looking for someone with

• 5+ years of experience in Revenue Operations, Sales Operations, Strategic Finance, or GTM Strategy & Operations

• Strong analytical skills with experience in performance measurement, operational program design, or incentive management

• Deep understanding of best in class policies and governance related to variable compensation

• Experience supporting performance-based GTM organizations with structured goal & reward programs across sales & post-sales teams

• Expertise with CRM, HRIS, and incentive compensation / performance management platforms (e.g., Salesforce or comparable tools)

• Strong communication and project management skills, with the ability to engage, influence, and align cross-functional teams

• Ability to operate autonomously and maintain momentum in a rapidly evolving environment

• Strong organizational skills, with the discipline to prioritize and manage multiple high-impact projects simultaneously

Nice to have

• Familiarity with consumption-based or hybrid revenue models.

• Basic to intermediate SQL skills for performance analysis, reporting, or operational data workflows.

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 missi

Responsibilities

• Design and operationalize scalable GTM performance strategy frameworks that align team objectives and targets with company growth priorities
• Operationalize incentives and quota programs across GTM roles, supporting how goals and attainment measurement are structured, documented, and cascaded
• Implement and maintain quota governance related to quota assignments and in-year adjustments with consistent policy application across roles and segments
• Support incentive spend stewardship in partnership with Finance, helping forecast, monitor, and reconcile sales performance incentive budgets and outcomes
• Build and operate performance measurement systems, defining success metrics, tracking attainment and program effectiveness, and translating results into recommendations
• Partner on tools and data workflows to keep quota and incentive administration running smoothly while identifying opportunities to improve automation and scalability

Requirements

• 5+ years of experience in Revenue Operations, Sales Operations, Strategic Finance, or GTM Strategy & Operations
• Strong analytical skills with experience in performance measurement, operational program design, or incentive management
• Deep understanding of best in class policies and governance related to variable compensation
• Experience supporting performance-based GTM organizations with structured goal and reward programs across sales and post-sales teams
• Expertise with CRM, HRIS, and incentive compensation/performance management platforms such as Salesforce or comparable tools
• Strong communication and project management skills with ability to engage, influence, and align cross-functional teams
• Ability to operate autonomously and maintain momentum in a rapidly evolving environment
• Strong organizational skills with discipline to prioritize and manage multiple high-impact projects simultaneously

Preferred Qualifications

• Familiarity with consumption-based or hybrid revenue models
• Basic to intermediate SQL skills for performance analysis, reporting, or operational data workflows