GTM Incentive Design Manager (AI)

TL;DR

GTM Incentive Design Manager (AI): Building and scaling GTM performance frameworks and incentive programs to align team objectives with company growth priorities with an accent on quota governance and performance measurement. Focus on designing scalable incentive structures, managing variable compensation policies, and partnering with Finance and Systems to optimize data-driven GTM execution.

Location: Must be based in San Francisco, CA

Salary: $239,000 – $265,000 + Equity

Company

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity.

What you will do

• Design and operationalize scalable GTM performance frameworks aligned with company growth priorities.
• Manage quota programs and incentive structures across GTM roles, ensuring consistent documentation and application.
• Implement and maintain quota governance, including in-year adjustments and policy enforcement.
• Partner with Finance to forecast, monitor, and reconcile sales performance incentive budgets.
• Define success metrics and track program effectiveness to provide actionable recommendations for design improvements.
• Collaborate on tools and data workflows to enhance automation, data quality, and scalability in incentive administration.

Requirements

• 5+ years of experience in Revenue Operations, Sales Operations, Strategic Finance, or GTM Strategy & Operations.
• Deep understanding of best-in-class policies and governance related to variable compensation.
• Expertise with CRM, HRIS, and incentive compensation platforms such as Salesforce.
• Strong analytical skills with experience in performance measurement and operational program design.
• Proven ability to engage, influence, and align cross-functional teams in a rapidly evolving environment.
• Strong project management skills with the discipline to manage multiple high-impact projects simultaneously.

Nice to have

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

Culture & Benefits

• Opportunity to work at the forefront of AGI development.
• Competitive compensation package including equity.
• Commitment to diversity, equity, and inclusion with comprehensive EEO policies.
• Supportive environment for professional growth in a high-impact, mission-driven organization.