8+ years in partnerships, business development, or related roles in technology.
Proven track record in managing and growing B2B partner portfolios with measurable results.
Understanding of B2B business models and partner channels, especially with ISVs and cloud marketplaces.
Strong analytical skills for assessing partner economics and prioritizing portfolios.
Ability to collaborate across multiple departments without formal authority.
Curiosity about AI and quick adaptability to new products and markets.
Excellent communication and negotiation skills with a focus on relationship building.
Responsibilities
Identify and recruit B2B partners for ecosystem programs and joint go-to-market opportunities.
Manage day-to-day relationships with partners, tailoring engagement to their needs.
Develop business and account plans with clear goals and milestones for partners.
Negotiate agreements with Legal, Finance, and Product teams for strategic opportunities.
Guide partners through onboarding, technical evaluation, and activation processes.
Execute co-selling and joint marketing initiatives with account teams.
Conduct regular partner reviews to enhance participation and product adoption.
Track key metrics related to partner onboarding and commercial results.
Benefits
Opportunity to work in a rapidly evolving AI ecosystem.
Hands-on role with significant impact on partner growth and success.
Collaborative environment across various departments.
Access to cutting-edge technology and innovative solutions.
Potential for professional growth in a high-demand field.
Full Job Description
About the Role
As 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.
About OpenAI
OpenAI is an artificial intelligence research laboratory consisting of the for-profit corporation OpenAI LP and its parent company, the non-profit OpenAI Inc. The company was founded in 2015 by a group of technology leaders, including Elon Musk, Sam Altman, Greg Brockman, Ilya Sutskever, and John Schulman. OpenAI's mission is to develop and promote friendly AI for the betterment of humanity. The company has developed a number of cutting-edge AI technologies, including GPT-3, a language processing system that can generate human-like text. OpenAI has received funding from a number of high-profile investors, including LinkedIn co-founder Reid Hoffman and venture capitalist Peter Thiel.
