GTM Strategy & Operations Lead, Reseller Programs (EMEA)

About the team
OpenAI’s mission is to ensure that artificial general intelligence benefits all of humanity. In support of that mission, the ChatGPT Ads team is building advertising products that help businesses reach customers in useful, trusted, and responsible ways.

The Ads Strategy, Planning, and Operations team is responsible for building the operating foundation for OpenAI’s advertising business: GTM systems, segmentation, coverage, planning, forecasting, business rhythms, sales programs, incentives, and scalable execution across advertisers, agencies, partners, resellers, and internal teams. This team sits at the intersection of Sales, Product, Engineering, Finance, Legal, Policy, Marketing, Partnerships, and Customer Success.

About the role
We’re looking for a Reseller & Ecosystem Programs Lead to build the ChatGPT Ads reseller program from the ground up and design ecosystem programs that accelerate advertiser adoption, partner productivity, and revenue growth.

This role will define how OpenAI works with resellers and ecosystem partners across the Ads business: who we partner with, what motions they own, how they are enabled, how performance is measured, and how incentives should work. The ideal candidate has built reseller, channel, partner, or ecosystem programs in digital advertising, media, adtech, marketplace, or platform businesses and knows how to balance growth, control, customer experience, and platform integrity.

In this role, you’ll:

• Design and build the ChatGPT Ads reseller program, including partner segmentation, eligibility criteria, commercial model, operating model, onboarding, governance, and performance management.

• Define the role of resellers and ecosystem partners across customer acquisition, activation, spend growth, market expansion, support, and scaled coverage.

• Develop partner coverage and engagement models across advertisers, agencies, resellers, outsourced sellers, and other ecosystem participants.

• Partner with Sales, Partnerships, Legal, Finance, Policy, Product, Marketing, Customer Success, Support, and Ads Ops to launch reseller motions that are commercially effective and operationally sound.

• Design ecosystem acceleration programs that drive advertiser adoption, partner-sourced growth, activation, retention, and incremental spend.

• Build partner enablement, certification, launch readiness, and operating review mechanisms.

• Develop reseller and partner incentive structures with clear eligibility, measurement, controls, ROI tracking, and guardrails.

• Create program playbooks, partner scorecards, reporting cadences, escalation paths, and governance mechanisms.

• Monitor program performance and recommend whether to scale, refine, or sunset specific reseller and ecosystem motions.

• Ensure reseller and ecosystem programs reinforce user trust, platform integrity, financial discipline, and long-term advertiser value.

You might thrive in this role if you:

• Have 10+ years of experience in partner strategy, channel programs, reseller programs, sales strategy, revenue operations, business operations, or GTM program management.

• Have meaningful experience in digital advertising, media, adtech, agency, marketplace, or platform businesses.

• Have built or scaled reseller, channel, agency, partner, or ecosystem programs from early design through execution.

• Understand ads GTM complexity, including advertiser needs, agency dynamics, partner incentives, billing, measurement, support, and sales coverage.

• Can design commercial programs that balance revenue growth, partner productivity, customer experience, operational complexity, and risk.

• Are strong at program design: goals, partner criteria, economics, enablement, governance, reporting, launch planning, and post-launch readouts.

• Can work across Sales, Partnerships, Finance, Legal, Product, Marketing, Policy, and Operations to move complex programs from concept to execution.

• Are analytically rigorous and comfortable evaluating program performance, incrementality, ROI, partner quality, and operational health.

• Thrive in early-stage environments where playbooks need to be built, tested, and improved quickly.

About OpenAI

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. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity. 

We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic.

For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement.

Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.

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