Head of GTM Planning & Incentives

• 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 strategic alignment and transparent communication. Integrate best practices to optimize GTM performance.

• Extensive experience in revenue operations, strategy, and planning at a high-growth, technology company

• Strong analytical skills and ability to translate data into impactful insights

• Proficiency in compensation plan design and modeling

• Working knowledge of Salesforce or equivalent CRM, plus sales commission software

• Excellent communication and stakeholder management skills

• Experience managing a team of 5+ operational team members

• Deep experience designing, implementing and managing a sales compensation strategy for 100+ GTM team members

• 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

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity. 

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