About the RoleWe are seeking a Head of Scaled Ads Sales to define and scale OpenAI's approach to serving advertisers at scale. You will set the scaled sales strategy across direct, reseller, and business-process-outsourcing (BPO) channels; identify priority markets; and translate that strategy into sequenced, measurable in-market execution.
This is a highly strategic and operational leadership role responsible for scaled sales revenue growth and channel performance. You will design the reseller model, select priority vendors and markets, lead RFPs and contracting, and manage partners against clear commercial and customer-quality standards. You will also work closely with outsourced vendors in the BPO channel and test a focused mid-market sales team as a potential growth engine.
The ideal candidate combines scaled go-to-market strategy, channel leadership, vendor-management discipline, experimentation, and operational rigor. You are equally comfortable building a business case, running an RFP, coaching internal and partner teams, reviewing funnel economics, and changing course quickly when market evidence challenges the plan.
The role location and office expectations will be determined in partnership with the hiring team.
In this role you will:- Design, build, coach and develop the scaled sales organization and its partner ecosystem, fostering a high-performance, accountable, and customer-centric culture.
- Set OpenAI's scaled ads sales strategy across direct, reseller and BPO, channels, including segmentation, geographic coverage, and channel selection.
- Own scaled sales (including resellers) revenue goals and channel performance, with clear targets for acquisition, activation, retention, advertiser outcomes, and partner performance.
- Translate strategy into prioritized in-market action and launch plans, documenting owners, milestones, and operating reviews that accelerate advertiser adoption, retention, and expansion.
- Partner with Enterprise Sales, GTM, Marketing, Product, and Operations leaders to optimize the advertiser lifecycle from acquisition through activation, growth, and retention.
- Design and run reseller operations, including market and vendor selection, RFPs, commercial negotiations, onboarding, enablement, governance, and ongoing performance management.
- Build forecasting, funnel management, capacity planning, partner scorecards, and business reviews that create operational excellence and predictable growth.
- Serve as the voice of scaled advertisers and channel partners, bringing market insight and customer feedback to Product, Engineering, and leadership teams.
- Represent OpenAI at industry events, with media, and in the field to advocate for our mission and growth.
- Collaborate with outsourced vendors in the BPO channel to define scope, training, quality standards, incentives, compliance, and continuous improvement.
- Launch and evaluate a focused mid-market team experiment, defining the hypothesis, account selection, coverage model, success metrics, and criteria to scale, iterate, or stop.
- Establish scalable processes, playbooks, controls, and best practices that support responsible growth across markets, channels, and customer segments.
You might thrive in this role if you:- Have 15+ years of experience in digital advertising, media, technology, or related commercial leadership roles.
- Have 10+ years of experience leading high-performing scaled sales, account management, customer success, or revenue teams.
- Are experienced in building new products from the ground up, and comfortable in a fast-paced entrepreneurial environment.
- Are passionate and energized by the new possibilities of AI being applied to marketing, and have strong desire to play a role in shaping that future.
- Have a proven track record of exceeding revenue targets and scaling performance-advertising businesses across multiple channels and markets.
- Have deep experience with reseller and outsourced sales operations, including vendor selection, RFPs, contracting, onboarding, enablement, governance, and performance management.
- Are an exceptional people leader who enjoys recruiting, coaching, developing, and inspiring teams to achieve ambitious goals.
- Can build strong relationships with reseller executives, BPO leaders, advertisers, and senior internal decision-makers.
- Can turn strategy into prioritized market actions, explicit owners, measurable milestones, and a disciplined operating cadence.
- Are highly data-driven and comfortable using funnel metrics, unit economics, service quality, and experimentation to prioritize investments and drive accountability.
