GTM Strategy & Operations Lead for Enterprise at OpenAI

About Anthropic Anthropic builds trustworthy, interpretable, and controllable AI systems. The team’s mission is to make AI technology safe and beneficial for both users and society. Researchers, engineers, policy experts, and business leaders work together to develop AI solutions with real-world impact. Role Overview The Sales Strategy & Operational Excellence Lead will strengthen the operations of Anthropic’s go-to-market team. As the company’s commercial activities expand, operational discipline becomes essential: from structured weekly forecast calls, to a clear planning cycle with transparent timelines, to unified standards recognized by both Sales and Strategy teams. This position plays a central role in the Chief Commercial Officer’s operational rhythm. The Lead connects Sales leadership, Revenue Operations, Finance, and Systems, ensuring that each group has accurate and timely information. Weekly, the role focuses on maintaining reliable forecast and pipeline reviews. Quarterly, it involves facilitating target setting and quota allocation. Annually, the Lead manages the full planning cycle, aligning territories, capacity, compensation, and targets so that all are delivered on time. What You Will Do Coordinate and improve operational processes for the go-to-market team Drive weekly forecast and pipeline review accuracy, providing dependable data to leadership Facilitate quarterly target setting and quota distribution across teams Oversee annual planning to synchronize territories, capacity, compensation, and targets Serve as the key liaison among Sales leadership, Revenue Operations, Finance, and Systems Who Thrives in This Role Organizes complex processes and brings structure to scattered information Transforms data from multiple sources into clear, documented standards Understands deadlines and accountability, and manages cross-functional partners without direct authority Builds strong operational processes in a fast-changing business setting Location San Francisco, CA or New York City, NY

Pinterest is a platform where millions discover creative ideas and capture memorable moments. The team behind Pinterest works to inspire innovation, support growth, and encourage employees to build careers that align with their ambitions. Diversity, flexibility, and a collaborative approach to problem-solving are valued throughout the company. AI is integrated into many aspects of Pinterest’s work, serving as a creative partner and expanding what’s possible for both users and employees. The hiring process places emphasis not only on technical knowledge, but also on how candidates approach challenges and explain their thinking. More information about Pinterest’s philosophy on AI in hiring can be found here. Role overview The Senior Sales Strategy and Operations Lead partners closely with advertising sales leaders to drive business performance. This position sits within the Sales Strategy & Operations (SS&O) team, which focuses on strategic planning, analytics, and operational effectiveness. The team’s work helps the sales organization make informed decisions, operate efficiently, and achieve revenue growth. This role involves leading initiatives across sales strategy, business performance, planning, and execution. Responsibilities include providing in-depth analysis, developing clear recommendations, and ensuring strong operational follow-through. The Senior Lead tracks key metrics, identifies risks and opportunities, and helps the team stay accountable for monetization targets. What makes a strong fit This position is ideal for someone with strong analytical skills who can navigate ambiguity and shift comfortably between long-term strategy and daily operations. Location This role is based in San Francisco, CA or New York, NY.

Join Canva as the Sales Strategy & Operations Lead for our Public Sector division, where you will play a pivotal role in shaping our strategic direction and driving operational excellence. As a key member of our team, you will collaborate closely with cross-functional stakeholders to develop and implement effective sales strategies that enhance our presence in the public sector.Your expertise will guide the optimization of sales processes and drive data-driven decision-making. This position offers an exciting opportunity to make a significant impact in a dynamic environment.

About Our TeamAt OpenAI, our mission is to develop safe artificial general intelligence (AGI) that benefits humanity as a whole. This ambitious endeavor brings together the world’s leading scientists, engineers, and business professionals within a collaborative lab environment.Our Go To Market (GTM) team plays a pivotal role in empowering customers to effectively utilize and implement our advanced AI products throughout their organizations. Comprising experts in Sales, Solutions, Support, Marketing, and Partnerships, our team focuses on creating impactful solutions that democratize access to AI technology.About the RoleAs a vital member of the GTM Operations team, the BDR Strategy & Operations Lead will enhance operational excellence and guide our GTM strategy to unlock the transformative potential of advanced AI models for our clients. This role is instrumental in optimizing systems, processes, and programs that facilitate pipeline generation.You will engage in refining inbound processes, designing outbound strategies, and reporting on funnel health to ensure our sales teams are positioned for success. Collaborating closely with Sales, Sales Strategy and Operations, Marketing, Enablement, and Systems teams, you will enhance lead management workflows, boost prospecting effectiveness, and develop scalable and repeatable pipeline generation initiatives.This is an exciting opportunity for individuals who excel at the initial stages of the sales funnel, focusing on quality, speed, and conversion, while being passionate about establishing operational frameworks that support high-growth sales teams.ResponsibilitiesEnhance lead enrichment, scoring, grading, and routing workflows to guarantee high-quality, well-prioritized lead delivery to the appropriate sales representatives.Collaborate with Systems teams to establish routing criteria and workflows within CRM and marketing automation tools.Develop and maintain reporting mechanisms to monitor lead and pipeline progression throughout the funnel—from lead to MQL to qualified opportunity.Identify gaps in pipeline creation and analyze funnel drop-offs by product, segment, region, and deal size.Assist in setting pipeline targets to ensure adequate coverage against objectives.

About BroccoliAt Broccoli, we are revolutionizing the home services industry with our cutting-edge AI operating system, targeting a $500 billion market. Our intelligent AI agents are deployed in HVAC, roofing, and other trades to efficiently manage customer interactions, job bookings, and lead capture.Supported by leading venture capitalists, we have successfully raised $25 million in Series A funding and are rapidly expanding. As we aim to quintuple our team by 2026, this is a unique opportunity to join us at an early stage and make a significant impact.The RoleWe are establishing a pivotal Strategy & Operations team that will be the backbone of our organization. This team will oversee the systems, processes, and analyses that empower our executive leadership, account teams, and sales teams to thrive as we grow.We are looking to hire multiple team members, organized around three key areas: GTM Strategy & Enablement, Post-Sales Strategy & Operations, and Executive Planning & Analytics.What You’ll DoGTM Strategy & EnablementCreate ROI dashboards and sales enablement tools.Define target customer segments and go-to-market strategies.Lead decisions on pricing and packaging.Develop partnerships and referral programs.Post-Sales Strategy & OperationsEstablish account dashboards and performance metrics.Design the account planning framework.Set cross-sell targets and incentive structures.Develop ROI reporting to enhance retention and expansion.Collaborate with marketing to drive cross-selling initiatives.Executive Planning & AnalyticsCreate and manage executive KPI dashboards.Establish performance targets and monitor outcomes.Prepare materials for board meetings and investor presentations.Lead special projects and conduct ad hoc analyses.

At Comulate, we are revolutionizing the insurance back office through cutting-edge AI technology. Our innovative platform transforms costly and labor-intensive accounting processes, marking the first step in our vision to unlock the vast sums spent on manual insurance operations.Our Series B funding, announced in early 2025 and spearheaded by BOND & Workday, follows our record growth and ambitious expansion plans.

About UsAt Serval, we are pioneering the future of enterprise operations with our AI-native automation platform. Our innovative intelligent agents are designed to comprehend and execute real-world workflows end-to-end, effectively replacing outdated manual processes and inflexible legacy systems with adaptable, learning software solutions. Established in early 2024, we have already earned the trust of industry leaders such as General Motors, Notion, Perplexity, Vercel, Mercor, LangChain, and Verkada to streamline high-volume operational tasks across their organizations.At the heart of Serval is our agentic AI platform that translates natural language into robust, production-ready workflows. Our agents do more than respond; they analyze, interact with various systems, and enhance their performance through continuous learning. Our initial focus on operational use cases has rapidly expanded to a versatile AI automation layer that spans IT, HR, Finance, Security, Legal, and Engineering.Our mission is to eradicate repetitive tasks across the enterprise while empowering teams with the leverage provided by intelligent automation. In the long term, we aim to establish a universal AI operations layer — a cohesive system of agents that transcends business functions and drives the workflows essential for modern enterprises.Supported by esteemed investors such as Sequoia Capital, Redpoint Ventures, Meritech, First Round, and General Catalyst, and founded by leading figures in product and engineering from Verkada, we are on an exciting trajectory of growth.Role SummaryAs the Revenue Strategy & Operations Lead, you will be instrumental in designing the systems and processes that fuel the next phase of Serval's rapid growth. Your contributions will shape our territory models, segmentation frameworks, and quota allocations, enabling our sales organization to expand from 5 Account Executives to over 50 by the end of 2026.You will oversee the operational rhythm of our Go-To-Market (GTM) team, developing dashboards to establish the revenue organization's operational cadence, leading pipeline inspections, and forecasting. As the primary steward of our sales tools and data architecture, you will collaborate closely with Sales Leadership, Finance, Marketing, and the executive team to refine Serval's GTM strategy and enhance revenue productivity at every stage of the sales funnel.This is a unique opportunity to build a world-class sales engine from the ground up and serve as the founding architect of Serval's GTM operations function.Your ResponsibilitiesIn your first 90 days, you will:Establish foundational reporting and dashboards for pipeline management, productivity, and forecasting.Assess and optimize the design of our sales technology stack (Salesforce, HubSpot, etc.).

Role Overview Pinterest is hiring a Senior Strategy and Operations Lead based in San Francisco or Los Angeles. This position guides key strategic projects and helps improve how teams work together across the company. What You Will Do Shape and advance strategic initiatives that impact multiple areas of the business Work closely with teams from different functions to streamline processes Identify ways to boost operational performance throughout the organization Location San Francisco, CA, US or Los Angeles, CA, US

Join Us in Transforming Connections Across the Globe!At Kong, we believe in the power of connection. If you feel you might not meet every single requirement but are enthusiastic about this role, we encourage you to apply. We value strong candidates who excel in certain areas while having a genuine interest in others.Position Overview:We are looking for a dynamic Sales Strategy and Operations Manager to become a key player in our Revenue Operations team. You'll act as a strategic partner and advocate for the AMS GTM Leadership team. Your mission will involve defining, tracking, and executing AMS business objectives, initiatives, strategies, and processes that facilitate scaling. This role is essential for our rapidly growing sales team and requires a hands-on approach. Ideal candidates will have a strong background in full-funnel GTM Strategy & Operations, be self-motivated, thrive in a fast-paced, data-oriented environment, and exhibit a proactive, results-driven mindset. You will report directly to the Director of Global Field Operations.Preferred Locations: San Francisco, New York, Chicago, TorontoKey Responsibilities:Lead the annual AMS GTM planning process, encompassing fiscal year/long-range modeling, investment ROI analysis, headcount planning, quota and capacity setting, and territory planning.Collaborate with leadership to design and implement the AMS GTM structure, segmentation, and coverage model across multiple roles, including Sales, Solutions Engineering, Customer Success, Sales Development, and Professional Services.Provide insights and performance tracking on business health, including lead funnel monitoring, sales efficiency, and productivity metrics using business intelligence tools.Oversee the execution of operational cadences within the organization, supporting management inspections throughout the customer lifecycle.Assist sales leadership in preparing content for key management reporting, including Quarterly Business Reviews.Enhance CRM accuracy, pipeline analytics, forecasting, and regional reporting requirements.Ensure efficient deal velocity by monitoring deal management processes and recommending improvements for deal structures, approvals, and booking processes.

As the GTM Strategy & Operations Lead at Faire, you will play a pivotal role in shaping our go-to-market strategies and optimizing our operational processes. Your insights will drive our initiatives, ensuring we effectively reach and engage our target markets. You will collaborate with cross-functional teams to align our strategic vision and operational execution, ultimately supporting our growth objectives.

Join our dynamic and innovative team at DoorDash, where our sales and success teams serve as the cornerstone of our operations, forging partnerships with leading merchants—including restaurants, grocers, convenience stores, and retailers—to enhance their revenue and streamline their operations. As we expand our reach and offerings, the vitality and structure of our sales engine must evolve accordingly.About the RoleWe are seeking an Associate Manager in Sales Strategy and Operations to spearhead strategic initiatives aimed at retaining and scaling partnerships while leveraging data-driven tools like SQL to boost sales productivity. You will collaborate with our sales, partner management, operations, product, and analytics teams to establish a robust merchant foundation.Your ResponsibilitiesContribute to post-sales strategies that align with key company objectives. This role sits at the intersection of significant initiatives and innovative ventures at DoorDash, focused on propelling the growth of our restaurant partners.Drive operational excellence through meticulous reporting, pipeline management, and sales productivity—leading the process from ideation to execution via data-driven insights.Collaborate with cross-functional teams to enhance and expand our offerings, ensuring retention and growth of our Small and Medium Business (SMB) partners.

Join Ironclad as a Sales Strategy & Operations Manager, where you'll play a pivotal role in shaping our sales strategy and optimizing operational efficiency. Your analytical skills will help drive data-informed decisions, while your leadership will inspire the sales team to achieve ambitious targets.In this role, you will collaborate closely with cross-functional teams to streamline processes and enhance sales performance. Your insights will be integral in developing and executing strategic initiatives that drive revenue growth.

Who We Are About Stripe Stripe is a premier financial infrastructure platform empowering businesses of all sizes. From the largest corporations to innovative startups, millions rely on Stripe to effortlessly accept payments, drive revenue growth, and unlock new business potential. Our mission is to elevate the GDP of the internet, presenting an extraordinary opportunity for you to influence the global economy while engaging in some of the most significant work of your career. About the Team The Finance & Strategy team serves as a vital partner to Stripe’s key functional leaders. We bring insight and predictability to Stripe’s financial outcomes, collaborating across various departments to optimize resource investments and enhance the sustainability of our long-term financial success. Your Role As a key partner to our Global Enterprise Sales team, you will play an essential role in shaping Stripe’s go-to-market strategies and driving revenue across large customer segments. Acting as a trusted advisor to senior sales leaders, you will leverage financial insights to inform investment strategies, improve forecasting accuracy, and enhance our go-to-market operations. Your contributions will be instrumental in supporting Stripe’s ambitious global expansion and accelerating our growth within the enterprise customer segment. Key Responsibilities Provide strategic financial support for the Global Product Sales organization, partnering with the Payments + Link Sales CRO, Money-as-a-Service CRO, or Revenue Automation CRO. Deliver insights into user-level performance, sales metrics, pipeline conversion, quota achievement, and strategic account planning, contributing to continuous business performance reporting. Gain a deep understanding of product dynamics and provide insightful reporting on both product and go-to-market strategies. Manage the forecasting, planning, and budgeting processes for Payments + Link, MaaS, and Revenue Automation Product Sales. Deliver actionable insights that drive investment decisions and enhance sales efficiency. Collaborate with Sales, Sales Operations & Strategy, and Marketing to evaluate the ROI of Product Sales investments, go-to-market initiatives, and customer acquisition strategies. Enhance, scale, and implement comprehensive reporting and dashboards to track key performance indicators (KPIs), including our sales funnel and major investment drivers. Analyze product attachment strategies for front-door and cross-sell products. Identify opportunities for improvement and drive strategic initiatives to boost sales performance and operational efficiency.

Role overview RapidFort Inc. seeks a Director of Sales Operations to support the Revenue Operations department in a hybrid role. Reporting to the VP of Sales / CRO, this position centers on providing the sales organization with the data, processes, systems, and compensation structures needed for effective performance. Key responsibilities Support the sales team by maintaining and improving operational processes and systems. Analyze complex sales and revenue data, then translate findings into clear, actionable insights. Collaborate with Sales, Finance, and Leadership to drive revenue growth and optimize sales operations. Collaboration This role requires frequent interaction with Sales, Finance, and company leadership. The Director of Sales Operations plays a central part in aligning teams and improving overall sales effectiveness.

Join Our Team as a Sales Operations Lead:We are seeking a strategic and dynamic Sales Operations Lead to play a crucial role in optimizing our sales processes as we expand. You will be the architect of the operational framework that drives our sales organization, overseeing essential functions like forecasting, pipeline management, territory allocation, and reporting. Your insights will empower leadership with reliable data, enhancing revenue predictability and sales team productivity.At Reevo, we prioritize building a strong in-person culture and are committed to fostering collaboration and growth. We expect our team to work from our San Francisco office five days a week to ensure seamless operations and scalability.Your Responsibilities:Sales Operations & Execution:Lead the sales forecasting process, ensuring accuracy and transparency across weekly, monthly, and quarterly reports.Oversee pipeline management, establishing stage definitions, hygiene standards, deal inspections, and velocity tracking.Facilitate regular sales operating meetings (WBRs, MBRs, pipeline reviews) with consistent reporting and actionable insights.Assist in the execution of quota, territory, and account assignments as our team grows, including adjustments for headcount changes.Ensure effective opportunity management and maintain CRM discipline within the sales team.Reporting, Analytics & Insights:Design and manage dashboards that track funnel conversion, pipeline coverage, win rates, deal cycles, productivity, and sales attainment.Monitor key performance indicators (activity levels, pipeline creation, deal progression) and proactively identify potential risks.Provide recurring and ad-hoc analyses to support sales leadership in decision-making regarding productivity and segment performance.Ensure seamless integration of sales data into company-wide and board-level reports.Process & Systems Ownership:Manage the configuration and ensure data quality for pre-sales and sales workflows, as well as post-sales handoff.Implement and uphold sales processes and playbooks, including lead qualification, opportunity progression, and closing procedures.

About HiveHive is a pioneering leader in artificial intelligence solutions, dedicated to comprehending, searching, and generating content. Our innovative technology is relied upon by hundreds of the world's foremost organizations to manage billions of content pieces each month. With a robust portfolio of top-tier, pre-trained AI models, Hive tackles pressing challenges in areas such as content moderation, deepfake detection, digital child safety, intellectual property protection, and sponsorship management, among others.Having successfully raised over $120M in funding from esteemed investors like General Catalyst, 8VC, Glynn Capital, Bain & Company, and Visa Ventures, we operate on a global scale with over 250 professionals across our offices in San Francisco, Seattle, and Delhi.About the RoleThe Growth Strategy & Operations Associate will spearhead strategic initiatives aimed at propelling Hive’s growth organization-wide. This is a comprehensive role where you will develop impactful initiatives and oversee their successful implementation. You will collaborate with leaders from diverse teams, including Sales, Marketing, Recruiting, Finance, and Operations. Your responsibilities will include enhancing processes to foster effective growth structures, establishing robust reporting and productivity benchmarks, and addressing high-stakes ad hoc projects.We seek a dynamic business generalist who is fervently committed to making a significant impact and contributing to the legacy of a transformative AI company. The ideal candidate will possess a strong leadership track record in fast-paced environments, embody a positive outlook, and demonstrate enthusiasm for analyzing metrics. You should be versatile, ready to engage in multiple roles, and maintain a high professional standard of excellence.Key Focus AreasSales Strategy & Operations- Lead strategic planning, forecasting, and performance analysis within the sales domain.- Identify sales funnel bottlenecks and recommend data-driven strategies to enhance conversion rates and productivity.- Oversee the sales technology arsenal and assess new tools to boost team efficiency; refine CRM procedures to improve data integrity, pipeline visibility, and forecasting precision.Customer Success- Examine customer usage data and synthesize feedback to uncover additional growth opportunities for existing accounts.- Establish and optimize customer support workflows, ensuring timely ticket routing and resolution for enterprise clients.- Develop onboarding materials and resources to enhance customer experience.

At Mercury, we are revolutionizing the banking experience for ambitious companies. Our innovative financial platform is supported by a robust data system that users can trust.As we continue to scale, our revenue systems produce a wealth of information: insights from both remote and in-person engagements, automation tools, product usage metrics, lifecycle events, and analytics pipelines. Transforming this activity into clear and actionable intelligence—without fragile pipelines or the need for constant rework—is essential to our growth strategy.We are seeking a Data Strategy & Operations Lead to take charge of the data foundations that drive our revenue execution. This pivotal role will ensure that our revenue data remains reliable, interpretable, scalable, and actionable as our business evolves, empowering teams to make confident decisions based on data.In this position, you will report directly to the Head of Platforms & Infrastructure and will play a key role in shaping how Mercury models, governs, and operationalizes go-to-market (GTM) data. You will collaborate closely with teams in Data Engineering, Data Science, Solution Architecture, and Platform Engineering.

Faire connects independent retailers with unique products worldwide, supporting local businesses through its technology platform. The company focuses on helping retailers discover and source inventory that strengthens their communities. Role overview The Senior Lead, Go-To-Market Strategy & Operations will shape the fulfillment experience at Faire. This position has a direct impact on brand acquisition and the company’s long-term growth. The role involves leading major initiatives from planning through execution, analyzing fulfillment performance, and assessing brand health. Identifying new growth opportunities and turning insights into practical recommendations are key parts of the job. What you will do Oversee and drive strategic projects related to fulfillment and brand acquisition Conduct detailed analyses of fulfillment metrics and brand performance Spot new opportunities for growth and improvement Translate data and insights into actionable strategies Work closely with sales, operations, and leadership teams to implement recommendations quickly Present findings and strategies to Faire’s core leadership, influencing key decisions Collaboration and visibility This is a high-visibility role with regular interaction across multiple functions. The Senior Lead will work in a collaborative, data-driven setting and play a central part in how Faire attracts and retains essential brands. Who thrives here This role suits someone who enjoys making a measurable impact, works well in a collaborative and data-focused environment, and is comfortable presenting to senior leadership.

Empower Every Identity, from AI to HumanAt Okta, we believe that identity is the gateway to unlocking AI’s potential. Our mission is to secure AI through a trusted, neutral infrastructure that allows organizations to confidently navigate this new era. We seek individuals who are passionate about solving intricate challenges with significant real-world implications. If you thrive in a fast-paced environment and take ownership of your work, we want to hear from you!We are currently on the lookout for a Senior Director of AMER Sales Strategy and Operations. This pivotal role will lay the groundwork for Okta's ambitious goal of doubling our revenue. Reporting directly to the Global VP of Field Strategy & Operations, you will collaborate closely with the SVP/GM of AMER and the AMER sales leadership team to craft and implement regional sales strategies, enhance operational efficiency, and facilitate seamless collaboration between global and local teams. Your focus will be on producing measurable outcomes by driving operational effectiveness, delivering data-driven insights, and ensuring the successful execution of sales initiatives across the AMER region.Key Responsibilities:Regional Sales Strategy & ExecutionWork intimately with AMER sales leadership to define and optimize the regional sales strategy, aligning with global objectives.Perform comprehensive analyses of the AMER market to unearth growth opportunities, trends, and competitive positioning that will shape our sales strategy.Oversee the annual planning process for AMER sales teams, including organizational structure, headcount planning, territories, and quotas.Sales Operations & Process EnhancementTake ownership of AMER Sales Cadences, ensuring cross-functional representation in QBRs, pipeline reviews, and large deal evaluations.Manage and refine daily sales operations in AMER, implementing efficient processes and systems across the region.Standardize and streamline sales processes for AMER while aligning with global sales methodologies and best practices.Data-Driven Insights & Reporting