GTM Business Operations & Strategy Lead, Platform

About the Team

The GTM Strategy & Growth team drives the growth and evolution of our B2B business across products, customer segments, and routes to market. We partner closely with Product, Sales, Success, Data Science, Finance, and Marketing to define and execute go-to-market strategies for new product launches, commercialization models, customer growth initiatives, and market expansion opportunities.

Our work sits at the intersection of product strategy, growth, and operations — shaping how we bring products to market, how we measure success, and how we scale adoption across customer segments. We operate across both strategic and highly operational domains, from defining long-term growth bets and commercial strategy to building launch plans, tracking performance, and driving cross-functional execution across the business.

About the Role

We’re looking for an exceptional leader to join our GTM Strategy & Growth team focused on driving go-to-market strategy for our API business. This role is ideal for someone who combines strong product intuition with thoughtful and nuanced GTM strategy, and who can flex seamlessly between high-level strategic thinking and operational execution.

You’ll play a central role in shaping how new API products and platform capabilities are commercialized and scaled. This includes defining growth strategies, customer segmentation approaches, launch success metrics, and commercialization models in close partnership with Product, Pricing, Data Science, Finance, Sales, and Customer Success.

You should be highly analytical, deeply comfortable with technical products and API businesses, and experienced navigating complex cross-functional environments. The ideal candidate understands how GTM organizations operate at scale and can translate customer, product, and market insights into actionable growth strategies.

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:

• Lead go-to-market strategy for our API business, partnering closely with Product and GTM leadership to define growth priorities and commercialization approaches.

• Define north star goals, launch success metrics, and operating KPIs for new product launches, and monitor performance in partnership with Data Science and Analytics teams.

• Develop GTM growth strategies and strategic bets for new products, capabilities, customer motions, and market opportunities.

• Define customer segmentation frameworks and tailored strategies for different customer profiles, industries, and stages of adoption.

• Partner with Product teams to provide structured customer feedback, market insights, and prioritization input that influences product roadmap decisions.

• Collaborate with Pricing, Finance, and Product teams to design commercial models, packaging, and monetization strategies, ensuring downstream GTM execution aligns with the broader commercial strategy.

• Conduct market, competitive, and customer research to identify whitespace opportunities and inform strategic decision-making.

• Partner cross-functionally with Sales, Customer Success, Marketing, Product, Finance, and Operations to align on priorities and execute against business goals.

• Evaluate business performance and recommend adjustments to GTM strategy based on data, customer insights, and market dynamics.

You might thrive in this role if you:

• Have 10+ years of experience across GTM strategy, business operations, management consulting, product strategy, finance, or related functions in high-growth technology environments.

• Bring strong fluency in data and analytics, with the ability to define meaningful success metrics, interpret performance trends, and drive data-informed decision-making.

• Have experience working with technical or API-based products and understand the nuances of developer and enterprise GTM motions.

• Possess a deep understanding of B2B GTM operating models across Sales, Success, Product, Marketing, and Operations.

• Have demonstrated success leading complex cross-functional initiatives that span strategy, operations, and execution.

• Are equally comfortable defining long-term strategic direction and diving into operational details to ensure execution excellence.

• Bring strong product intuition and can effectively partner with Product teams to shape roadmap prioritization and commercialization strategy.

• Have experience developing pricing, packaging, or monetization strategies in partnership with Product and Finance teams.

• Thrive in ambiguous, fast-moving environments and can bring structure and clarity to complex business problems.

• Are an exceptional communicator and collaborator who can influence senior stakeholders across technical and non-technical teams.

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.

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