David Ortiz

GTM Systems Architect @ OpenAI

San Francisco10.7k followers

OpenAI

ex-Boulevard

ex-Leaf Home

I've spent my career where business complexity meets technical scale — building the systems that let companies grow with confidence. It started at Ohio State, where I competed as an NCAA Division I gymnast while completing a master's in computer science.
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My graduate research took on a question I cared about personally: judging bias in gymnastics scoring. I built a computer vision system that tracked athletes' movement and automatically flagged deductions — essentially an early AI agent for high-stakes judgment, built in 2008. That project was my first lesson in applying AI to decisions where fairness and accuracy actually matter — and in building systems people genuinely depend on. Over 15+ years, that thread has run through leadership roles at Salesforce, Snapchat, TikTok and OpenAI. At Salesforce, I helped build the internal GTM systems for global sales planning, forecasting, quoting, and revenue recognition. At Snap, I joined pre-IPO as the first engineer on ads sales and business systems — foundation work for a multi-billion-dollar ads business. At TikTok, I led global teams delivering AI-powered CRM and business platforms supporting billions in ad revenue. Most recently at OpenAI, I've focused on AI-enabled GTM systems and what revenue infrastructure becomes when intelligence is built in from the start. That's the question I now help organizations answer: how AI changes selling, revenue, service, marketing and the architecture of growth. What hasn't changed is what I enjoy most — turning ambiguity into architecture. Beyond work, I'm an enthusiast of fine wines and the proud owner of two senior cats. And while I may not be sticking as many backflips these days, I'm still pretty good at landing on my feet in challenging business situations — a skill Lorraine and Marlene remain completely unimpressed by.

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GTM Index

OPENAIJOB
1. GTM Systems Architect
  1Y 1M
BOULEVARDJOB
1. Head of GTM Systems
  1Y 1M
LEAF HOMEJOB
1. VP of Product Management a…
  1Y 11M
TIKTOKJOB
1. Managing Dir, Global Head…
  3Y 11M
WEWORKJOB
1. Senior Dir, GTM Systems
  1Y 11M
SNAPJOB
1. Dir, GTM Systems
  3Y 11M
SALESFORCEJOB
1. GTM IT / Eng
  4Y 11M
HUDDLERJOB
1. Eng Mgr
  1Y 11M
OCLCJOB
1. Software Eng
  1Y 11M
THE OHIO STATE UNIVERSITY CENTER FOR AUTOMOTIVE RESEARCHJOB
1. Graduate Research Fellow
  2Y 11M

Job: OpenAI — GTM Systems Architect · 2025-09 – present · 11 mo — Salesforce Architecture & Revenue Systems Scalability — Technical owner for Salesforce GTM architecture: opportunity validation, forecasting logic, segmentation modeling, campaign attribution, and downstream revenue connectivity into Nue.io quote-to-cash workflows. Agentic GTM Systems — Led systems architecture for OpenAI's Agentic Sales Agent, expanding agentic AI into production revenue work: AI-driven lead qualification, account research, and seller automation with bidirectional CRM and Gong-integrated engagement data. Unblocked production email delivery, activity logging, and threading at high volume. AWS Referral & Co-Sell Framework (0→1) — Conceived and built OpenAI's partner referr…
Job: Boulevard — Head of GTM Systems (Head of GTM Engineering) · 2024-07 – 2025-08 · 1y 1mo — Led Go-To-Market systems and business systems development for Boulevard, a fast-growing vertical SaaS platform for self-care businesses across salons, spas, medspas, and beauty/wellness services. Reported to the co-founder/CTO and partnered with Product, Finance, Engineering, Revenue Operations, Support, Success, Sales, IT, and Marketing to align systems strategy with company growth and product roadmap. Owned internal platform strategy across CRM engineering, quote-to-cash operations, billing, customer lifecycle systems, and commercial tooling. Built scalable systems to support Boulevard’s expansion across thousands of self-care businesses, 1.5M+ monthly appointments, and billions in annua…
Job: Leaf Home — Vice President of Product Management and GTM Systems · 2023 – 2024 · 1y — Joined Leaf Home during a period of multi-brand expansion to lead GTM systems, internal tooling, and platform modernization across Sales, Revenue, Marketing, HR, Finance, and Operations. Supported a direct-to-consumer home improvement platform serving 2M+ homeowners across 200+ North American locations, including continued growth across LeafFilter, water, safety, bath, and garage solutions. Led large-scale CRM and ERP transformation, migrating from legacy systems to Salesforce and NetSuite while modernizing order-to-cash, quote-to-cash, billing, and provisioning workflows. Improved lead conversion by 30%, reduced quote cycle time by 40%, and enabled ~$3M/month in accelerated revenue recogn…
Job: TikTok — Managing Director, Global Head of GTM Tools (Level 4-1) (Head of GTM Engineering) · 2020 – 2023 · 3y — Joined ByteDance/TikTok as the 1st global commercial product and systems hire outside China, leading ideation, technical development, and enablement of TikTok’s Ad Sales applications across first-party and third-party internal tools. Built the Global GTM Systems team from 0-125+ team members across North America, Europe, APAC, and MENA during TikTok’s hypergrowth phase, as the platform surpassed 1B global users and its ads business scaled. Led product, engineering, and operations for TikTok’s internal Ads CRM platform, 3M, supporting global sales, revenue, service, marketing, and operations teams as the ad business grew to $6B+ in annual revenue. Delivered AI-driven lead management capabil…
Job: WeWork — Senior Director, GTM Systems · 2019 – 2020 · 1y — Joined WeWork during a period of rapid global expansion and operational reset to lead GTM systems and operations across Sales, Marketing, and Service. Oversaw product, engineering, and operations for internal business platforms supporting thousands of users and 13+ Salesforce orgs across WeWork and its subsidiaries, as the company scaled to 500+ locations, 100+ cities, and 500K+ members globally. Led the transition from fragmented regional support tools to a unified Salesforce Service Cloud platform, rolled out globally to 5,000+ support users. Designed 100+ case routing, escalation, and SLA rules to support region-specific service models, improving case triage, reducing ticket resolution…
Job: Salesforce — Go-To-Market IT / Engineering · 2012 – 2016 · 4y — Led ideation, technical development, and launch of internal enterprise data products and sales applications on Org62, Salesforce’s internal Salesforce instance, supporting the full Lead-to-Revenue lifecycle across territory management, quoting, forecasting, pipeline operations, and revenue recognition. Operated during a period when Salesforce scaled from $2.3B to $6.7B in annual revenue and continued expanding its global enterprise customer base. Architected and launched Salesforce’s internal Territory Management platform, automating seller-to-account alignment for 5,000+ sales reps across 1M+ accounts. The system became the backbone of quarterly and annual planning, enabling dynamic terri…
Job: Huddler — Engineering Manager · 2011 – 2012 · 1y — · Hired and managed team of engineers working on development, Salesforce, Tools automation, IT Support and Test Automation.
Job: OCLC — Software Engineer · 2010 – 2011 · 1y — Java Development on OCLC’s worldCat product — world’s largest database of library assets and services (>17,900 libraries in 123 countries).
Job: The Ohio State University Center for Automotive Research — Graduate Research Fellow · 2008 – 2010 · 2y — · Department of Energy (DOE) Graduate School Fellowship recipient · Sustainability/ Battery research at The Center for Automotive Research.
Job: Snap Inc. — Director, GTM Systems · 2016 – 2019 · 3y
School: Harvard Kennedy School — Master of Public Administration
School: MIT Sloan School of Management — Master of Business Administration
School: The Ohio State University — Master of Science, Computer Science and Engineering
School: The Ohio State University — Bachelor of Science, Computer Science and Engineering

Skills

SalesforceAgentic AutomationAgentic WorkflowsAgentsConversion OptimizationPLGCRM IntegrationQuality AssuranceRevenue OperationsSales EnablementTerritory ManagementGo-to-Market StrategyTest AutomationAnaplanFundraisingGenerative AIBusiness SystemsRetrieval-Augmented Generation (RAG)Google Cloud Platform (GCP)Project ManagementStrategy

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David Ortiz

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