Head of Sales Operations

About The Role Our GTM team is uniquely positioned to help customers realize the transformative potential of advanced AI models for their businesses and end users.

As part of the GTM Strategy & Operations team, you’ll play a critical role in designing and scaling the operational systems that power our sales organization.

This role will serve as a trusted partner to GTM leadership, owning the end-to-end ops design for sales lifecycle — from lead routing through territory design, opportunity management, and deal execution. This role combines systems + process design with performance management, delivering insights and automation to improve field usability and velocity.

You’ll build a team and collaborate cross-functionally with Marketing Ops, Systems, Finance, Enablement, Legal, Deal Desk, and Security to build scalable infrastructure, streamline workflows, and enable efficient growth across the business.

In This Role, You'll Top of Funnel & Data Quality: Ensure every lead is accurately routed, enriched, and actionable—creating a reliable, high-quality top-of-funnel engine across all channels.

• Design and manage lead and campaign routing; define requirements and partner with systems and marketing ops on build.
• Implement alerting, monitoring, and reporting to ensure routing accuracy and responses.
• Drive lead quality and enrichment strategy.
• Establish feedback loops for the field to flag data and routing issues.

TAM, Accounts & Territories: Create a clean, scalable account and territory foundation that aligns coverage with market opportunity and enables efficient selling.

• Own account structure (parent/child), TAM integrity, and Salesforce account data health.
• Lead territory design process and execution as part of fiscal planning cycles.
• Manage account ownership, book movements, and territory adjustments.
• Support new hire onboarding (book allocation, systems setup monitoring).

Sales Process & Opportunity Management: Drive consistent, high-quality pipeline execution through standardized processes, automation, and governance.

• Own opportunity design (stages, required fields, inspection criteria).
• Enforce pipeline governance (accuracy, staleness, coverage, generation health).
• Build workflows and automations (e.g., AI-assisted field population) to increase rep productivity.
• Monitor and drive adherence to process; partner with enablement on rollout and adoption.
• Capture and operationalize competitive intelligence within systems.
• Own intake, prioritization, and delivery of systems improvements (“sales paper cuts”).

Commercial Operations: Accelerate deal execution by removing friction in late-stage sales and cross-functional processes.

• Stand up and scale processes for: RFP / RFI responses, security questionnaires, vendor onboarding, compliance requests, insurance requests.
• Build tooling, workflows, and visibility to streamline deal execution.
• Establish SLAs and monitor volume/performance across Legal, Deal Desk, and Security.
• Drive faster deal cycles and improved customer experience.

You Might Thrive In This Role If You Have

• 10+ years of experience in Sales Operations, Revenue Operations, or related roles at a high-growth technology company, including significant people management.
• Strong systems thinking with deep experience designing and scaling sales systems, processes, and workflows across the full sales lifecycle.
• Proven ability to build automation and improve field productivity through systems and process design (ideally with an AI-forward mindset).
• Strong proficiency in Salesforce and data tools (e.g., SQL, Excel). Strong analytical skills with high attention to detail.
• Experience with territory design, account structures, and pipeline management.
• Exceptional project management skills, with experience leading complex, cross-functional initiatives. Strong communication skills and executive presence.
• Ability to operate in ambiguity, prioritize effectively, and manage multiple high-impact initiatives simultaneously.

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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Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. 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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