GTM Process – Operations

OpenAI

GTM Operations role at OpenAI, designing and scaling operational systems for sales organization. Collaborating cross-functionally to improve workflows and drive efficiency across business processes.

Posted 7/17/2026full-timeSan Francisco • California • 🇺🇸 United StatesSeniorLead💰 $239,000 - $265,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in Salesforce systems design, sales process automation, and data management to enhance operational efficiency and drive revenue growth. Proven ability to lead cross-functional initiatives and improve seller productivity through effective project management and strategic planning.

Highest-signal resume keywords

Salesforce ProficiencySales Operations ExperienceData Analysis SkillsProject Management ExpertiseTerritory Design Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

SalesforceSQLExcelSales Process DesignAutomation DevelopmentData Quality ManagementPipeline ManagementAccount Structure DesignGTM StrategyCross-Functional Initiative Management

Soft Skills

Strong Communication SkillsSystems ThinkingExecutive PresenceAbility to Operate in AmbiguityPrioritization Skills

Industry Keywords

Revenue OperationsHigh-Growth TechnologySales LifecycleOperational SystemsChange Management

Tech Stack

Tools & technologies

SFDCSQL

About the role

Key responsibilities & impact

Create a reliable GTM data foundation that makes SFDC easier to use and ensures leads, accounts, and opportunities are accurately routed, defined, enriched, and actionable.
Design and manage lead and campaign routing; define requirements and partner with systems and marketing ops on build.
Implement alerting, monitoring, and reporting to ensure routing accuracy and responses.
Drive data quality and enrichment strategy across core GTM objects.
Establish cross-object definitions, ownership, source-of-truth standards, and governance for SFDC fields, layouts, process changes, and field feedback on data and routing issues.
Create a clean, scalable account and territory foundation that aligns coverage with market opportunity and enables efficient selling.
Own account structure (parent/child), TAM integrity, and Salesforce account data health.
Drive territory design process and execution as part of fiscal planning cycles.
Manage account ownership, book movements, and territory adjustments.
Define account hierarchy, account team structures, and rules of engagement across segments, overlays, and global coverage.
Drive consistent, high-quality pipeline execution through standardized processes, automation, and governance.
Own opportunity design (stages, required fields, inspection criteria).
Enforce pipeline governance (accuracy, staleness, coverage, generation health).
Build workflows and automations (e.g., AI-assisted field population) to increase rep productivity.
Monitor and drive adherence to process; partner with enablement on rollout and adoption.
Capture and operationalize competitive intelligence within systems.
Own operating cadences for work intake, prioritization, systems planning, process health, change management, and delivery of systems improvements (“sales paper cuts”).
Design and scale the operational systems that move priority revenue motions from commercial commitment through delivery and customer value.
Design and test processes, systems, and seller workflows for consumption-based motions, including opportunity-to-delivery handoffs and readiness requirements.
Define the SFDC objects, stage requirements, rep surfaces, and visibility needed to support delivery and value realization.
Support the buildout of Commercial Operations and Q2B workflows, including RFP/RFI responses, security questionnaires, vendor onboarding, compliance requests, insurance requests, and signature routing.
Develop tooling, SLAs, and visibility across Legal, Deal Desk, and Security to reduce deal friction and improve customer experience.
Ensure sellers have the processes, training, access, and system readiness needed to execute successfully as products, programs, pricing, and roles evolve.
Partner with launch owners to translate product, program, and pricing changes into operational requirements, system workflows, and field enablement.
Improve seller lifecycle operations, including onboarding, role changes, book allocation, systems access, and in-product guidance.
Drive rollout, adoption, change management, and feedback loops for new processes and tools.

Requirements

What you’ll need

8+ years of experience in Sales Operations, Revenue Operations, or related roles at a high-growth technology company.
Strong systems thinking with deep experience designing and scaling sales systems, processes, and workflows across the full sales lifecycle.
Proven ability to build automation and improve field productivity through systems and process design (ideally with an AI-forward mindset).
Strong proficiency in Salesforce and data tools (e.g., SQL, Excel). Strong analytical skills with high attention to detail.
Experience with territory design, account structures, and pipeline management.
Exceptional project management skills, with experience driving complex, cross-functional initiatives. Strong communication skills and executive presence.
Ability to operate in ambiguity, prioritize effectively, and manage multiple high-impact initiatives simultaneously.

Benefits

Comp & perks

Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
401(k) retirement plan with employer match
Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
Mental health and wellness support
Employer-paid basic life and disability coverage
Annual learning and development stipend to fuel your professional growth
Daily meals in our offices, and meal delivery credits as eligible
Relocation support for eligible employees
Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.