Head of GTM Planning & Incentives

Job description

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 B2B team has a unique mission to help customers understand the deep impact that highly capable AI models can bring to their business and users. We are seeking a revenue operations leader to help drive the strategy, plans & execution of our go-to-market efforts in the enterprise. We’re seeking an experienced GTM Planning and Incentives Leader to drive our go-to-market planning, capacity modeling, and compensation design. You will partner cross-functionally with Sales/CS, Operations, Finance, and HR to ensure our GTM teams are well-equipped to meet business objectives. This role requires strong analytical skills, expert project management, and the ability to collaborate with senior stakeholders. This role is based in San Francisco, CA. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. In this role, you will: Oversee end-to-end planning for GTM (capacity, headcount, quotas, pipeline) and provide strategic recommendations. Collaborate with cross-functional teams to ensure alignment with company objectives. Build & refine capacity models, partnering with Finance, Recruiting, Ops, and GTM Leadership for effective planning and hiring execution. Build a streamlined headcount management process. Design, implement, and manage GTM incentive programs that boost productivity and revenue growth. Forecast the impact of plan changes and serve as the primary contact for compensation-related queries. Develop reporting frameworks to measure GTM productivity and GTM incentive program effectiveness. Present data-driven insights to leadership and evolve pricing/compensation models for continuous optimization. Liaise with GTM Leadership, Finance, HR, and Operations teams for strateg…