About the RoleAs a B2B Ecosystem Partnerships Lead focused on Partner Growth, you will own the onboarding, activation, and growth of a partner portfolio across OpenAI's expanding ecosystem programs, including marketplace and Sign in with ChatGPT. This is a hands-on individual contributor role centered on partner management, joint go-to-market execution, and commercial growth. Your portfolio may span ISVs, technology platforms,, and other B2B partners as opportunities evolve. You bring a generalist's range across relationships, business analysis, deal execution, and operational problem solving. You will build repeatable ways to support a growing partner base and take on selected strategic partnerships.
In this role, you will:- Identify and recruit partners across B2B segments for ecosystem programs and joint go-to-market opportunities, prioritizing customer needs, product fit, commercial potential, and readiness to participate and grow.
- Own day-to-day relationships across your partner portfolio, tailoring engagement to partner needs and opportunity while using repeatable approaches to support a growing partner base.
- Develop practical business and account plans with partners and Sales, with clear use cases, target customers, owners, milestones, and adoption and commercial goals.
- Negotiate product and commercial agreements with Legal, Finance, and Product, and lead selected high-touch strategic opportunities in coordination with other partnership owners.
- Guide partners through program onboarding, technical evaluation, integration, and activation; coordinate enablement and resolve barriers to launch, sustained usage, and expansion.
- Execute co-selling, joint marketing, and marketplace opportunities with account teams; coordinate with cloud and other ecosystem partners where they help customers buy and deploy solutions.
- Run regular partner reviews, identify inactive or stalled partners, and execute growth plans that improve participation, product adoption, customer demand, and relationship health.
- Track onboarding completion, time to activation, active partners, product usage, pipeline contribution, and commercial results with Sales and Operations; use the data to focus effort.
- Improve onboarding materials, enablement, and partner engagement practices with program and product teams; turn recurring partner issues into fixes that help the broader ecosystem scale.
You might thrive in this role if you have:- 8+ years of experience in partnerships, business development, partner or account management, enterprise sales, or related commercial roles in technology.
- Experience managing and growing a portfolio of B2B partners or accounts, with measurable results in onboarding, adoption, retention, or commercial expansion.
- An understanding of B2B business models, partner channels, and how companies bring products and services to market. Experience with ISVs, technology platforms, services partners, or cloud marketplaces is a plus.
- Strong business judgment and analytical skills: you can assess partner economics, prioritize a portfolio, and build repeatable processes that help more partners succeed.
- Ability to work across Product, Engineering, Sales, Marketing, Legal, and Finance, build trust with partner teams, and drive progress without formal authority.
- A generalist mindset, curiosity about AI, and the ability to learn new products and markets quickly. You can discuss integrations with technical teams and connect capabilities to customer value.
- Clear communication, sound negotiation skills, and reliable follow-through. You are comfortable balancing relationship building, structured planning, and hands-on problem solving in a changing environment.
