# GTM Process & Operations

**Company:** [OpenAI](https://hotfix.jobs/companies/openai)
**Location:** San Francisco, CA
**Role:** Revenue Operations
**Salary:** $239k – $265k/yr
**Experience:** 8+ years
**Skills:** Salesforce, SQL, Excel, Sales Operations, Revenue Operations, territory design, Pipeline Management, Process Automation, Data Governance, lead routing
**Posted:** 2026-07-17

> Individual contributor on OpenAI's GTM Operations team designing and scaling sales systems, processes, and workflows across the full lifecycle from lead routing and territory design to opportunity management, pipeline governance, consumption-based revenue operations, and seller readiness. Requires 8+ years in Sales/Revenue Ops at high-growth tech companies with deep Salesforce and systems thinking expertise.

## Job Description

## Responsibilities
- Create a reliable GTM data foundation in SFDC for accurate routing, definition, enrichment, and actionability of leads, accounts, and opportunities.
- Design and manage lead and campaign routing; define requirements and partner with systems and marketing ops on implementation.
- 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.
- 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.
- 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.
- Design and scale operational systems for consumption-based revenue motions, including opportunity-to-delivery handoffs and readiness requirements.
- Define SFDC objects, stage requirements, rep surfaces, and visibility for delivery and value realization.
- Support buildout of Commercial Operations and Q2B workflows, including RFP/RFI responses, security questionnaires, vendor onboarding, compliance, insurance, and signature routing.
- Develop tooling, SLAs, and visibility across Legal, Deal Desk, and Security.
- 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
- 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.

## Nice-to-Haves
- AI-forward mindset for automation and productivity improvements.

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