Sales Strategy & Operations – Government and Education
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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.
About The Role
Our GTM team is uniquely positioned to help customers realize the transformative potential of advanced AI models for their businesses and end users. As part of the GTM Strategy & Operations team, you’ll play a critical role in guiding the GTM strategy and driving operational efficiency to accomplish this mission.
In This Role, You’ll
- Drive operating cadences for the Government and Edu businesses (e.g. forecasting, pipeline review, top accounts review, monthly / quarterly business reviews) and conduct strategic analyses to determine trends and identify opportunities for process and strategy optimization.
- Collaborate with GTM leadership and cross‑functional stakeholders to develop go‑to‑market strategy and resource plans.
- Design and manage territory allocation to optimize Government and Edu team performance; collaborate closely with the GTM leadership to ensure alignment with overall business objectives and provide data‑driven recommendations for territory adjustments.
- Lead strategic projects to improve efficiency and effectiveness across the revenue organization.
- Partner closely with technical teams to implement processes systematically.
- Work closely with the data team to ensure data accuracy and availability for revenue‑related activities.
You Might Thrive In This Role If You Have
- 7+ years experience in revenue operations or strategy at a high‑growth, technology company.
- Extensive experience with government‑related sales or GTM organizations, including national security, federal civilian, state and local government, business partnerships, and/or international public sector.
- Some experience with Edu‑related sales or GTM organizations (higher education, k‑12, and/or international).
- Proficiency in Salesforce.com and data analysis tools (e.g., SQL, Excel).
- Strong analytical skills with a focus on attention to detail.
- Experience building territories, comp plans, and setting quotas for GTM teams.
- Exceptional project management skills, with experience leading complex, cross‑functional initiatives.
- Strong communication skills and executive presence.
- 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.
- Exceptional organizational skills.
- The ability to operate with high horsepower, be adept at frequent context switching and working on multiple projects at once with expansive ownership, and ruthless prioritization.
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, disability, genetic information, or other applicable legally protected characteristic.
For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement .
Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US‑based candidates.
We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this link.
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