Revenue Operations Manager

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 Go To Market 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 Manager to help guide the GTM strategy and drive operational efficiency to accomplish this mission.

The Revenue Operations Manager is a key role that serves as the operational backbone of the revenue-generating units within the organization. This position plays a critical role in streamlining processes, optimizing efficiency, and providing the insights necessary for strategic decision-making. You’ll work cross-functionally with researchers, engineers, solution strategists, sellers, enablement, and leadership to drive operational efficiencies that will help accelerate the success of our customers and organization.

In this role, you'll:

• Design the foundational processes and infrastructure to enable the OpenAI GTM team to operate efficiently throughout the customer lifecycle – from lead creation, scoring and routing, to sales pipeline to closed deal management, to customer success management and services delivery. 
• Partner closely with technical teams to implement processes systematically.
• Define foundational GTM KPIs, develop and maintain dashboards to track KPIs, and provide actionable insights and recommendations to stakeholders and leadership.
• Design and manage territory and quota allocation to optimize sales team performance; Collaborate closely with the sales 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.
• Work closely with the data team to ensure data accuracy and availability for revenue-related activities.
• Conduct strategic analyses to determine trends and identify opportunities for process and strategy optimization. 

You might thrive in this role if you have: 

• Experience in revenue operations or strategy at a high-growth, technology company
• 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