GTM Strategy & Operations Lead, Ads Solutions

About the role

You will own the design and execution of the GTM operating system for ChatGPT Ads, translating high-level strategy into scalable commercial execution across every seller motion. You will serve as the primary operator connecting Sales, Product, Engineering, Finance, Legal, Policy, Marketing, Partnerships, and Customer Success to ensure alignment and velocity. In this position, you will define the segmentation, coverage, and forecasting models that determine how we reach and serve advertisers worldwide. You will program manage high-impact initiatives that move the needle on advertiser acquisition, retention, and expansion. You will establish and monitor the KPIs that signal the health and growth of the advertising business. You will thrive when turning ambiguous business problems into clear operating plans with defined owners, metrics, and timelines.

Key facts

What you'll do

Develop and maintain the end-to-end GTM strategy and operating model for ChatGPT Ads across direct sales, agencies, partners, resellers, and self-serve motions.

Partner with Sales, Ads Ops, Product, Engineering, Strategic Finance, Legal, Policy, Marketing, Partnerships, Customer Success, and Data to convert strategic objectives into executable plans and systems.

Design objective, data-backed frameworks for account segmentation, coverage models, and book-of-business design that balance seller capacity with market opportunity.

Build planning inputs and business cases for annual planning, quarterly planning, headcount planning, territory design, market launches, and productivity modeling.

Create, refine, and sustain operating rhythms including WBRs, MBRs, QBRs, forecast calls, pipeline reviews, executive updates, and decision forums to ensure predictable execution.

Define, track, and optimize KPIs for Ads GTM such as revenue, pipeline, advertiser growth, activation, retention, forecast accuracy, seller productivity, customer health, program impact, and operational quality.

Design and manage sales-led programs that drive advertiser acquisition, activation, adoption, retention, and increased spend across segments and channels.

Program manage sales readiness for new-market or major commercial launches in close coordination with Product, Legal, Marketing, Policy, Finance, Support, Measurement, and other launch stakeholders.

Identify gaps in processes, systems, data, and governance that inhibit scale, and recommend practical, cross-functional fixes with clear ownership.

Champion the use of AI-native workflows to enhance planning, CRM hygiene, forecasting, seller productivity, reporting, and operating reviews across the GTM organization.

Requirements

Bring 10+ years of experience in sales strategy, revenue operations, business operations, GTM strategy, strategic finance, consulting, or other relevant operating roles that demand rigorous analytical thinking.

Have meaningful experience in digital advertising, media, adtech, agency, marketplace, or platform businesses where operational complexity is inherent.

Understand the full operational complexity of an ads GTM motion, including direct sales, agencies, partners, resellers, outsourced channels, campaign lifecycle, billing, incentives, measurement, and self-serve flows.

Have built or operated segmentation, coverage, forecasting, planning, sales programs, business reviews, or GTM systems at scale in a data-driven environment.

Are analytically rigorous and comfortable constructing financial models, capacity models, account scoring models, productivity analysis, and multi-scenario planning.

Can translate ambiguous business problems into clear operating plans with defined owners, metrics, timelines, and decision points that unblock execution.

Communicate clearly and in writing with an executive-level audience while remaining accessible and structured in communication with frontline teams.

Are disciplined with data, comfortable working with imperfect information while raising the bar for data quality, instrumentation, and governance over time.

Exercise strong judgment on when to build process, when to keep teams moving fast, and how to balance speed with durability in a growing business.

Thrive in early-stage environments where playbooks are not yet codified and must be built, tested, and iterated on rapidly.

Nice to have

Experience working closely with Sales, Product, Engineering, Finance, Legal, Policy, Marketing, Partnerships, Customer Success, and Data in a cross-functional setting.

Background in marketplace or platform economics and how they intersect with advertising and incentives.

Experience with AI-native tools and workflows that can reshape planning, CRM, forecasting, and reporting.

Practical notes

This is a full-time role based in San Francisco.

The selected candidate must be authorized to work in the United States without sponsorship at the time of hire.