Strategic Finance Lead, GTM

About the Team

The Strategic Finance team provides financial insights and guidance to support the organization's long-term goals and strategies. We partner across the business to allocate and deploy our resources for the highest-impact outcomes.

The GTM Strategic Finance team specializes in managing the financial performance of our B2B products and GTM functions, ensuring alignment between financial objectives and company strategy. We focus on operational and financial planning, delivering actionable insights into GTM performance, and optimizing strategic resource allocation to accelerate growth.

About the Role

We are hiring a senior leader in GTM Strategic Finance to partner with our B2B Sales organization and lead core financial planning, target setting, and sales compensation efforts. This person will play a pivotal role in helping define how we scale the business and invest in the growth of our Enterprise and API sales motions. You’ll work closely with Revenue Operations, Sales Leadership, and the broader Strategic Finance team to align our GTM strategy with financial outcomes that drive long-term success.

This is a highly visible role that reports into the Head of GTM Strategic Finance and supports some of our most critical executive stakeholders, including our Chief Commercial Officer.

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:

• Serve as Strategic Finance partner to our B2B sales leadership, driving alignment between sales strategy and financial planning.

• Lead development of annual and quarterly sales targets in partnership with Revenue Operations and Sales Leadership, ensuring targets are ambitious, achievable, and grounded in clear financial logic.

• Design and operationalize scalable sales compensation plans that incentivize the right behavior and align with company objectives.

• Own end-to-end consolidated reporting on sales performance vs. target across segments, regions, and sales teams, highlighting key drivers and actionable insights.

• Identify and drive key strategic initiatives, collaborating cross-functionally with RevOps, Growth Strategy, and Product Finance to accelerate growth.

• Develop recommendations on strategic resource allocation decisions by defining sales productivity, efficiency, and ROI metrics that help drive continuous improvement across the GTM engine.

• Deliver clear, data-backed executive reporting and board materials that inform strategic decisions.

• Play a critical role shaping the GTM Finance function, setting the standard for excellence and helping cultivate a high-performing, collaborative team.

You might thrive in this role if you have:

• 12+ total years of progressive experience in Strategic Finance, Private Equity, Venture Capital, Investment Banking, or Management Consulting.

• 5+ years of direct experience in GTM or Sales Finance at a high-growth technology company.

• Demonstrated success owning sales target setting, incentive design, and performance reporting in partnership with Revenue Operations.

• Exceptional modeling and analytical skills, with the ability to translate complex business drivers into clear, actionable frameworks.

• A strong executive presence, with a proven ability to communicate insights and influence cross-functional stakeholders at all levels.

• Deep curiosity for how world-class sales organizations operate and a desire to build systems that scale.

• Experience working with consumption-based and seat-based B2B business models.

• Familiarity with SQL, Salesforce, and data visualization tools is a plus.

• An enthusiastic "roll up your sleeves" mentality and an ability to deal effectively with ambiguity to thrive in an unstructured, fast-paced environment‬.

• Deep enthusiasm for the deployment of AI and the opportunity to help define how it is adopted across the enterprise.

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 do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, veteran status, disability or any other legally protected status.

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