Growth & GTM Strategy - B2B Monetization

About the Team

The GTM Strategy & Growth team is responsible for driving the expansion of our B2B business across both sales-managed and self-serve channels. We partner closely with Sales, Success, Product, Data Science, Finance, and Marketing to design and execute go-to-market strategies for new product launches, accelerate user acquisition, and unlock monetization opportunities. Our work spans from high-level strategy to hands-on execution, with a focus on enabling the broader GTM organization to operate at its highest potential. This team plays a critical role in shaping how our products reach and deliver value to customers.

About the Role

We're looking for an exceptional person to join our GTM Strategy & Growth team, focused on shaping and executing B2B commercial strategy. This role is ideal for someone who can operate as both a high-level strategist and a deep tactician - developing go-to-market strategies for new products, verticals, and markets, while also rolling up their sleeves to design bespoke deal structures and pilots that open up new opportunities.

You'll lead initiatives spanning market research, audience definition, monetization, and feature prioritization, and pilots - holding a clear point of view on what drives our B2B business holistically. Your work will require close partnership with Product, Sales, Customer Success, Data Science, and Finance to deliver customer-informed strategies that accelerate adoption and revenue.

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:

• Design and execute go-to-market strategies for new products, verticals, and markets.

• Conduct market and competitive research to identify whitespace opportunities and inform audience targeting and tailored value propositions.

• Shape monetization strategies, including pricing, packaging, and SKU development.

• Provide input on and help prioritize feature development in collaboration with Product.

• Define success criteria for GTM initiatives and run experiments to validate hypotheses.

• Partner with the Data team to interpret performance data and uncover pockets of opportunity.

• Collaborate with Sales and Customer Success on customer pilots and early deployments.

• Craft bespoke deal structures for strategic opportunities in new markets and verticals.

• Serve as a trusted advisor to the Sales team during active negotiations.

• Evaluate the financial impact of commercial strategies in partnership with Finance.

You might thrive in this role if you:

• Have 7+ years experience in gtm strategy, business operations, product strategy, monetization, growth, or another role that marries strategy, sales, data, and operations in tech, finance or consulting.

• In-house operating experience, with a deep understanding of B2B business models and teams.

• Proven ability to take ownership of complex, ambiguous problems and drive them from concept to execution with clear strategic framing.

• Demonstrated success leading cross-functional initiatives across Sales, Product, & Operations, especially in fast-paced, evolving environments.

• Experience designing and executing new commercial strategies across new product introductions, new verticals, and/or new market expansions.

• Comfortable working with early-stage or rapidly scaling sales teams, particularly those focused on technical products.

• Highly organized and adaptable - able to prioritize across a dynamic portfolio of projects and quickly shift focus as business needs evolve.

About OpenAI

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.

We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic.

For additional information, please see OpenAI's Affirmative Action and Equal Employment Opportunity Policy Statement.

Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable law, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.

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At OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared. Join us in shaping the future of technology.

Compensation Range: $255K - $315K