Sales Strategy & Operations - Government and Education

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 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.

This role will serve as a trusted advisor to OpenAI for Government leadership and OpenAI for Education leadership —providing data-driven insights, managing core operating cadences, and leading high-impact projects that influence how we engage with government customers and scale our business. You’ll collaborate cross-functionally with Finance, Enablement, Data and Growth Strategy teams to align efforts, drive efficiencies, and accelerate growth.

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. Preferred if covered multiple areas 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