EMEA Sales Strategy & Operations Leader

EMEA Sales Strategy & Operations Leader About the team OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. This long-term undertaking brings together the world’s leading scientists, engineers, and business professionals to responsibly develop and deploy advanced AI systems. In pursuit of this mission, OpenAI’s Go-To-Market (GTM) organization helps customers understand, adopt, and scale our AI products across their businesses. The team includes Sales, Solutions, Support, Marketing, and Partnerships professionals working together to bring AI to organizations across industries and geographies. About the Role OpenAI’s GTM team is uniquely positioned to help organizations across Europe, the Middle East, and Africa (EMEA) realize the transformative potential of advanced AI models. As part of the GTM Strategy & Operations organization, you will lead EMEA GTM Strategy & Operations, serving as a critical partner to regional Revenue leadership. You will drive operational rigor, regional planning, and strategic execution to support OpenAI’s rapid expansion across EMEA markets. This leadership role partners closely with the EMEA GTM leaders to scale regional operations, establish operating discipline, and ensure execution against growth priorities. You will act as a trusted advisor to senior leadership—providing data-driven insights, managing regional operating cadences, and leading cross-functional initiatives that shape how OpenAI engages customers across EMEA. You will collaborate closely with global counterparts across Finance, Data, Enablement, Product, Legal, and Growth Strategy to align global priorities with regional market dynamics. Location: Dublin (preferred) or another major EMEA hub. OpenAI operates a hybrid work model (3 days per week in office). In this role, you'll: - Lead, develop, and coach a team responsible for Sales Strategy and Operations across EMEA, ensuring strong execution and alignment to regional growth objectives. - Own and run core EMEA GTM operating cadences including forecasting, pipeline inspection, regional business reviews, and executive performance reporting. - Partner closely with EMEA GTM leadership to drive go-to-market strategy, capacity and headcount planning, territory design, and target allocation across the region. - Translate global GTM strategy into executable regional operating plans tailored to EMEA market dynamics and customer needs. - Lead high-impact strategic initiatives that improve sales productivity, operational scalability, and execution efficiency across EMEA. - Partner with technical and systems teams to operationalize processes and improve tooling adoption across regional teams. - Serve as the connective layer between global GTM strategy and regional execution, ensuring consistency while enabling regional flexibility. You might thrive in this role if you have: - 7+ years of experience in Sales Strategy and Operations, Revenue Operations, or GTM leadership within a high-growth technology company. - Experience supporting or leading multi-country EMEA GTM organizations and navigating regional operational complexity. - Proven success building and leading high-performing teams across distributed geographies. - Exceptional analytical skills and strong business acumen with a track record of translating data into strategic action. - Deep experience designing and running GTM operating cadences including forecasting, pipeline reviews, and quarterly business reviews. - Experience leading strategic GTM planning including capacity modeling, territory design, and quota setting. - Executive presence and strong communication skills with the ability to influence and align senior regional leadership. - A demonstrated ability to operate effectively in ambiguity within fast-scaling environments. - Exceptional organizational skills with the ability to manage multiple high-impact initiatives simultaneously. - Proficiency in ... (truncated, view full listing at source)