GTM Strategy & Planning Manager leading high - impact go - to - market projects at Iru. Involved in revenue frameworks, pricing strategies, and executive - level deliverables.
About the role
- GTM Planning operator at OpenAI responsible for target setting, segmentation, and coverage design. Collaborating with Sales and Finance to maximize growth and efficiency.
Responsibilities
- Define and own the GTM region & segment target-setting methodology
- Translate company-level revenue goals into quotas across segments, roles, and regions
- Drive tradeoffs across growth, efficiency, and coverage in partnership with Finance and GTM leadership
- Define customer and market segmentation (e.g., enterprise, midmarket, SMB, industry verticals, product motions)
- Continuously refine segmentation based on core KPIs and market dynamics
- Ensure segmentation is consistently applied across planning and territory execution
- Evolve coverage models in partnership with GTM leadership to optimize growth, efficiency, and customer engagement
- Analyze GTM performance drivers (e.g., attainment, segment performance, book size, coverage ratios)
- Identify opportunities to improve growth and efficiency
- Translate analysis into clear, actionable recommendations for leadership
- Partner closely with Sales leadership to ensure plans are credible and executable in the field
- Incorporate field feedback into planning iterations
- Deliver clear, executive-ready narratives to support planning decisions
- Drive how targets and segmentation are implemented in systems (e.g., Salesforce, BI tools)
- Partner with data and systems teams to ensure accuracy, scalability, and consistency
- Improve usability and reliability of planning data across GTM workflows
Requirements
- 7+ years of experience in Sales Strategy, GTM Strategy & Planning, Revenue Operations, or similar roles in a high-growth B2B environment
- Direct experience owning or heavily contributing to target setting, quota development, segmentation, and/or territory design
- Strong understanding of GTM mechanics (quota setting, territory design, book construction, coverage models)
- Deep modeling experience, including capacity modeling and topline / target setting (e.g., financial plans, quotas) to support GTM planning decisions
- Proven ability to translate business goals into structured plans and field-ready targets
- Advanced analytical skills (SQL, spreadsheets, BI tools such as Tableau) and experience with and planning platforms (e.g., Anaplan or similar tools)
- Strong communication and stakeholder management skills with the ability to influence senior leaders
- High ownership and ability to lead complex, cross-functional workstreams end-to-end
Benefits
- Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
- Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
- 401(k) retirement plan with employer match
- Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
- Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
- 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
- Mental health and wellness support
- Employer-paid basic life and disability coverage
- Annual learning and development stipend to fuel your professional growth
- Daily meals in our offices, and meal delivery credits as eligible
- Relocation support for eligible employees
- Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.
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