GTM Incentive Design

Responsibilities

• Design and operationalize scalable GTM performance strategy frameworks that align team objectives with company growth.
• Operationalize incentive and quota programs across GTM roles, including goal structuring and attainment measurement.
• Implement and maintain quota governance, ensuring consistent policy application for assignments and in-year adjustments.
• Support incentive spend stewardship by partnering with Finance to forecast, monitor, and reconcile performance budgets.
• Build performance measurement systems to define success metrics, track program effectiveness, and provide actionable recommendations.
• Partner on tools and data workflows to improve automation, data quality, and scalability for quota and incentive administration.

Requirements

• 5+ years of experience in Revenue Operations, Sales Operations, Strategic Finance, or GTM Strategy & Operations.
• Strong analytical skills with experience in performance measurement, operational program design, or incentive management.
• Deep understanding of best-in-class policies and governance related to variable compensation.
• Experience supporting performance-based GTM organizations with structured goal and reward programs.
• Expertise with CRM, HRIS, and incentive compensation or performance management platforms (e.g., Salesforce).
• Strong communication and project management skills with the ability to influence cross-functional teams.
• Ability to operate autonomously and manage multiple high-impact projects in a rapidly evolving environment.

Preferred Qualifications

• Familiarity with consumption-based or hybrid revenue models.
• Basic to intermediate SQL skills for performance analysis and operational data workflows.

Benefits

• Medical, dental, and vision insurance for you and your family.
• 401(k) retirement plan with employer match.
• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents).
• Flexible PTO and 13+ paid company holidays.
• Mental health and wellness support.
• Annual learning and development stipend.
• Daily meals in our offices and meal delivery credits.

About the Company

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.