Why This Job is Featured on The SaaS Jobs
### Why this Role is Featured on The SaaS Jobs
Advertising is becoming a core monetisation layer for AI-native SaaS platforms, and OpenAI’s move to formalise a scaled ads sales function signals a shift from bespoke deals to repeatable revenue systems. This role sits at that inflection point, where platform trust, advertiser outcomes, and operational design have to coexist as the commercial surface area expands across markets and partner types.
From a SaaS career perspective, the mandate is unusually transferable: building the operating system for scaled go to market across direct, reseller, and outsourced channels maps closely to how modern SaaS companies industrialise growth. The work emphasises segmentation choices, funnel economics, forecasting discipline, and partner governance, all of which translate across subscription businesses that rely on multi channel routes to market and measurable lifecycle performance.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
About the Team
OpenAI’s mission is to ensure that artificial general intelligence benefits all of humanity. In support of that mission, the Ads Solutions team partners closely with advertisers, agencies, and strategic partners to help businesses unlock value through AI-powered advertising solutions while maintaining strong standards for user trust, platform integrity, and responsible innovation.
As OpenAI’s advertising business scales, the Head of ScaledAds Sales will build the strategy and operating system for serving businesses at global scale. This leader will connect direct, reseller, and outsourced channels; turn market priorities into execution; and shape a repeatable growth model that protects advertiser outcomes and user trust. This role reports directly to the VP of Global Ads Solutions and will be a key member of their leadership team.
About the Role
We 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.
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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