Head of GTM Planning & Incentives

About the team

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

In pursuit of this mission, our Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their business. The team is made of Sales, Solutions, Support, Marketing, and Partnership professionals that work together to create valuable solutions that will help bring AI to as many users as possible.

About the role

Our B2B team has a unique mission to help customers understand the deep impact that highly capable AI models can bring to their business and users. We are seeking a revenue operations leader to help drive the strategy, plans & execution of our go-to-market efforts in the enterprise.

We’re seeking an experienced GTM Planning and Incentives Leader to drive our go-to-market planning, capacity modeling, and compensation design. You will partner cross-functionally with Sales/CS, Operations, Finance, and HR to ensure our GTM teams are well-equipped to meet business objectives. This role requires strong analytical skills, expert project management, and the ability to collaborate with senior stakeholders.

This role is based in San Francisco, CA. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

In this role, you will

• Oversee end-to-end planning for GTM (capacity, headcount, quotas, pipeline) and provide strategic recommendations. Collaborate with cross-functional teams to ensure alignment with company objectives.

• Build & refine capacity models, partnering with Finance, Recruiting, Ops, and GTM Leadership for effective planning and hiring execution. Build a streamlined headcount management process.

• Design, implement, and manage GTM incentive programs that boost productivity and revenue growth. Forecast the impact of plan changes and serve as the primary contact for compensation-related queries.

• Develop reporting frameworks to measure GTM productivity and GTM incentive program effectiveness. Present data-driven insights to leadership and evolve pricing/compensation models for continuous optimization.

• Liaise with GTM Leadership, Finance, HR, and Operations teams for strategic alignment and transparent communication. Integrate best practices to optimize GTM performance.

You might thrive in this role if you

• Extensive experience in revenue operations, strategy, and planning at a high-growth, technology company

• Strong analytical skills and ability to translate data into impactful insights

• Proficiency in compensation plan design and modeling

• Working knowledge of Salesforce or equivalent CRM, plus sales commission software

• Excellent communication and stakeholder management skills

• Experience managing a team of 5+ operational team members

• Deep experience designing, implementing and managing a sales compensation strategy for 100+ GTM team members

• An understanding of the AI landscape, our applications, and the problems they solve for our customers

• The ability to thrive in ambiguity and work autonomously

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, disa

Responsibilities

• Oversee end-to-end planning for GTM (capacity, headcount, quotas, pipeline) and provide strategic recommendations. Collaborate with cross-functional teams to ensure alignment with company objectives.
• Build & refine capacity models, partnering with Finance, Recruiting, Ops, and GTM Leadership for effective planning and hiring execution. Build a streamlined headcount management process.
• Design, implement, and manage GTM incentive programs that boost productivity and revenue growth. Forecast the impact of plan changes and serve as the primary contact for compensation-related queries.
• Develop reporting frameworks to measure GTM productivity and GTM incentive program effectiveness. Present data-driven insights to leadership and evolve pricing/compensation models for continuous optimization.
• Liaise with GTM Leadership, Finance, HR, and Operations teams for strategic alignment and transparent communication. Integrate best practices to optimize GTM performance.

Requirements

• Extensive experience in revenue operations, strategy, and planning at a high-growth, technology company
• Strong analytical skills and ability to translate data into impactful insights
• Proficiency in compensation plan design and modeling
• Working knowledge of Salesforce or equivalent CRM, plus sales commission software
• Excellent communication and stakeholder management skills
• Experience managing a team of 5+ operational team members
• Deep experience designing, implementing and managing a sales compensation strategy for 100+ GTM team members
• An understanding of the AI landscape, our applications, and the problems they solve for our customers
• The ability to thrive in ambiguity and work autonomously

• Relocation assistance to new employees