# GTM Incentive Design

**Company:** [OpenAI](https://hotfix.jobs/companies/openai)
**Location:** San Francisco, CA
**Role:** Revenue Operations
**Salary:** $239k – $265k/yr
**Experience:** 5+ years
**Skills:** Revenue Operations, Sales Operations, Go-to-Market Strategy, Incentive Design, Quota Management, Performance Measurement, Variable Compensation, Salesforce, SQL
**Posted:** 2026-07-09

> Design and operationalize GTM performance frameworks, incentives, quota programs, and governance for OpenAI's Revenue Operations. Requires 5+ years in RevOps, Sales Ops, or Strategic Finance with strong analytical and program design skills.

## Job Description

## Responsibilities
- Design and operationalize scalable GTM performance frameworks that align team objectives and targets with company growth priorities.
- Operationalize incentives and quota programs across GTM roles, including structuring, documenting, and cascading goals and attainment measurement.
- Implement and maintain quota governance for assignments and in-year adjustments with consistent policy application.
- Support incentive spend stewardship with Finance: forecast, monitor, and reconcile sales performance incentive budgets and outcomes.
- Build and operate performance measurement systems: define success metrics, track attainment and program effectiveness (including incentives), and provide recommendations to improve design and execution.
- Partner on tools and data workflows for quota and incentive administration; identify opportunities to improve automation, data quality, and scalability.

## Requirements
- 5+ years of experience in Revenue Operations, Sales Operations, Strategic Finance, or GTM Strategy & Operations.
- Strong analytical skills with experience in performance measurement, operational program design, or incentive management.
- Deep understanding of best-in-class policies and governance related to variable compensation.
- Experience supporting performance-based GTM organizations with structured goal & reward programs across sales & post-sales teams.
- Expertise with CRM, HRIS, and incentive compensation / performance management platforms (e.g., Salesforce).
- Strong communication and project management skills; ability to engage, influence, and align cross-functional teams.
- Ability to operate autonomously in a rapidly evolving environment.
- Strong organizational skills to prioritize and manage multiple high-impact projects.

## Nice-to-Haves
- Familiarity with consumption-based or hybrid revenue models.
- Basic to intermediate SQL skills for performance analysis, reporting, or operational data workflows.

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