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OpenAI · 4 days ago

Sales Strategy & Operations - Government and Education

San Francisco, CA

Full-time

Hybrid

Senior Level

7+ years exp

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. The role involves guiding the GTM strategy and driving operational efficiency, serving as a trusted advisor to OpenAI for Government and Education leadership by providing data-driven insights and managing core operating cadences.

Agentic AIArtificial Intelligence (AI)Foundational AIGenerative AIMachine LearningNatural Language ProcessingSaaS

Growth Opportunities

Responsibilities

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

Qualification

Revenue operationsGovernment sales experienceSalesforce.com proficiencyData analysis toolsAnalytical skillsProject managementAI landscape understandingCommunication skillsOrganizational skills

Required

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