Director,GTMStrategy&Operations

About the Team OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. To achieve this, we bring together world-class scientists, engineers, and business leaders to build and deploy transformative AI technologies. Our Go-To-Market (GTM) team helps customers successfully adopt and scale OpenAI’s products across their organizations. The GTM Strategy & Operations team serves as the operational backbone of the business, building the systems, processes, and insights that enable efficient growth and execution. About the Role As a Director, GTM Strategy & Operations, you will play a critical role in designing and scaling the operational infrastructure that powers our sales organization. You will serve as a trusted partner to GTM leadership, owning key elements of the sales operating model—from lead routing and territory design to opportunity management and deal execution. This role combines systems design, process optimization, analytics, and team leadership to improve seller productivity, pipeline health, and business performance. You will lead a team and partner closely with Marketing Operations, Systems, Finance, Enablement, Legal, Deal Desk, and Security to build scalable processes that support OpenAI’s continued growth. This role will be based in NYC. 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: - Own and optimize core sales operations processes across lead management, account and territory design, pipeline governance, and opportunity management. - Build scalable systems, workflows, and automation that improve data quality, operational efficiency, and seller productivity. - Lead territory planning, account ownership management, and fiscal planning processes to align coverage with market opportunity. - Partner cross-functionally to streamline commercial operations, including RFPs, security reviews, compliance requests, and other deal e