Head of GTM Planning – Incentives

OpenAI

. Oversee end-to-end GTM planning, including capacity, headcount, quotas, and pipeline .

Posted 10/20/2026full-timeSan Francisco • California • United StatesLead💰 $347,000 - $385,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in revenue operations and strategic planning within high-growth technology environments, with a strong focus on compensation plan design and data-driven insights. Proven ability to manage cross-functional teams and optimize GTM performance through effective communication and stakeholder management.

Highest-signal resume keywords

Revenue OperationsCompensation Plan DesignSalesforce CRMTeam ManagementData Analysis

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

GTM PlanningCapacity ModelingIncentive Program ManagementForecastingReporting Framework Development

Soft Skills

Analytical SkillsCommunication SkillsStakeholder ManagementAutonomyAdaptability

Tools & Technologies

Sales Commission SoftwareSalesforce

Industry Keywords

High-Growth TechnologyGTM LeadershipAI LandscapeOpenAI Applications

About the role

Key responsibilities & impact

Oversee end-to-end GTM planning, including capacity, headcount, quotas, and pipeline
Provide strategic recommendations and align cross-functional teams with company objectives
Build and refine capacity models with Finance, Recruiting, Operations, and GTM Leadership
Build a streamlined headcount management process
Design, implement, and manage GTM incentive programs to increase productivity and revenue growth
Forecast the impact of incentive plan changes
Serve as the primary contact for compensation-related queries
Develop reporting frameworks to measure GTM productivity and incentive program effectiveness
Present data-driven insights to leadership
Evolve pricing and compensation models for continuous optimization
Liaise with GTM Leadership, Finance, HR, and Operations for strategic alignment and transparent communication
Integrate best practices to optimize GTM performance

Requirements

What you’ll need

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
Working knowledge of 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
Understanding of the AI landscape, OpenAI applications, and the problems they solve for customers
Ability to thrive in ambiguity and work autonomously
Ability to work from the US office three days per week
Work authorization in the country where the job is located may be required

Benefits

Comp & perks

Equity
Performance-related bonus(es) for eligible employees
Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
401(k) retirement plan with employer match
Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents)
Paid medical and caregiver leave (up to 8 weeks)
Flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
13+ paid company holidays
Multiple paid coordinated company office closures throughout the year
Paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
Mental health and wellness support
Employer-paid basic life and disability coverage
Annual learning and development stipend
Daily meals in offices, and meal delivery credits as eligible
Relocation support for eligible employees
Charitable donation matching and wellness stipends may also be provided
Hybrid work model
Immigration and sponsorship support may be provided based on individual circumstances