Head of Scaled Ads Sales

Responsibilities

• Design, build, coach and develop the scaled sales organization and its partner ecosystem, fostering a high-performance, accountable, and customer-centric culture.
• Set OpenAI’s scaled ads sales strategy across direct, reseller and BPO channels, including segmentation, geographic coverage, and channel selection.
• Own scaled sales (including resellers) revenue goals and channel performance, with clear targets for acquisition, activation, retention, advertiser outcomes, and partner performance.
• Translate strategy into prioritized in-market action and launch plans, documenting owners, milestones, and operating reviews that accelerate advertiser adoption, retention, and expansion.
• Partner with Enterprise Sales, GTM, Marketing, Product, and Operations leaders to optimize the advertiser lifecycle from acquisition through activation, growth, and retention.
• Design and run reseller operations, including market and vendor selection, RFPs, commercial negotiations, onboarding, enablement, governance, and ongoing performance management.
• Build forecasting, funnel management, capacity planning, partner scorecards, and business reviews that create operational excellence and predictable growth.
• Serve as the voice of scaled advertisers and channel partners, bringing market insight and customer feedback to Product, Engineering, and leadership teams.
• Represent OpenAI at industry events, with media, and in the field to advocate for our mission and growth.
• Collaborate with outsourced vendors in the BPO channel to define scope, training, quality standards, incentives, compliance, and continuous improvement.
• Launch and evaluate a focused mid-market team experiment, defining the hypothesis, account selection, coverage model, success metrics, and criteria to scale, iterate, or stop.
• Establish scalable processes, playbooks, controls, and best practices that support responsible growth across markets, channels, and customer segments.

Requirements

• 15+ years of experience in digital advertising, media, technology, or related commercial leadership roles.
• 10+ years of experience leading high-performing scaled sales, account management, customer success, or revenue teams.
• Experience building new products from the ground up, and comfortable in a fast-paced entrepreneurial environment.
• Passion for AI applied to marketing and desire to shape that future.
• Proven track record of exceeding revenue targets and scaling performance-advertising businesses across multiple channels and markets.
• Deep experience with reseller and outsourced sales operations, including vendor selection, RFPs, contracting, onboarding, enablement, governance, and performance management.
• Exceptional people leader who enjoys recruiting, coaching, developing, and inspiring teams to achieve ambitious goals.
• Ability to build strong relationships with reseller executives, BPO leaders, advertisers, and senior internal decision-makers.
• Ability to turn strategy into prioritized market actions, explicit owners, measurable milestones, and a disciplined operating cadence.
• Highly data-driven and comfortable using funnel metrics, unit economics, service quality, and experimentation to prioritize investments and drive accountability.