Strategic Partnerships

About the team:

We are a small and fast-moving partnerships team that shapes and executes all aspects of collaboration with our most important enterprise partners. Your mission in this role is to lead and scale flagship enterprise partnerships spanning consumer experiences and B2B offerings at OpenAI. You will build deep relationships, ensure we have the right joint strategy and programs in place, lead cross-functional workstreams, and iterate on complex deals to break new ground and advance OpenAI’s mission.

About the role:

You are a skilled generalist who can rapidly context switch but have a background working closely with product leaders and expertise in strategic and channel-oriented deals. You’re able to drive work at high velocity and can motivate external and internal partners, including product, engineering, sales, marketing, and operations. You operate with independence and focus, finding creative solutions to unlock growth and innovation.

In this role, you'll:

• Own the Enterprise Partner relationship end-to-end: Serve as the primary point of contact externally and internally for OpenAI’s most important strategic partners.

• Define and drive the joint strategy: Collaborate closely with internal stakeholders (product, engineering, research, sales, marketing, finance, legal) to define the partnership strategy, product roadmap alignment, and prioritization across consumer and enterprise use cases.

• Lead complex commercial agreements: Negotiate and manage major commercial agreements with the partner, owning the lifecycle from initial deal structure through launch, expansion, and renewal—covering both technical integrations and co-marketing / co-sell initiatives.

• Drive governance and executive alignment: Establish and run an operating rhythm with the partner (QBRs, steering committees, executive briefings) to align on strategy, unblock issues, and accelerate growth.

• Build and scale a channel sales motion: Design and run a scalable channel strategy with the Enterprise Partner, including co-sell plays and partner-led pipeline generation, field sales enablement, incentive structures and more to scale growth.

• Measure and communicate impact: Create a roadmap and KPI framework for partnership initiatives including timelines, priorities, revenue impact, adoption metrics, and partner satisfaction. Track and report performance to OpenAI leadership and ensure accountability across teams.

You Might Thrive in This Role If You Have

• 6+ years of experience in business development, product partnerships, or channel partnerships within the technology industry, with a focus on enterprise or platform partners.

• Demonstrated ability to lead a range of deals: C-level strategic partnerships, channel or co-sell programs, and platform / marketplace launches.

• Depth in creatively structuring and negotiating complex deals that span both technical integrations and commercial initiatives, including channel sales or co-sell components.

• Experience designing or operating channel motions—such as field sales enablement, partner incentives, co-sell plays, and quota retirement/attribution mechanisms—is strongly preferred.

• Self-directed with exceptional relationship-building and communication skills. You own your success within both our organization and the partner’s.

• Enjoy dynamic environments and the ability to adapt as the market, our business, and our customers’ needs evolve.

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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