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OpenAI is seeking a B2B Ecosystem Partnerships Lead focused on Partner Growth to join its small, fast-moving partnerships team. This is a hands-on individual contributor role centered on managing and growing a portfolio of B2B partners across OpenAI's ecosystem programs, including marketplace and Sign in with ChatGPT initiatives.
You will own the complete lifecycle of partner relationships: identifying and recruiting partners across B2B segments (ISVs, technology platforms, services partners), managing day-to-day engagement tailored to partner needs, and executing joint go-to-market strategies. Key responsibilities include developing business and account plans with clear use cases and commercial goals, negotiating product and commercial agreements with Legal, Finance, and Product teams, and guiding partners through onboarding, technical evaluation, integration, and activation.
You will execute co-selling and joint marketing opportunities with account teams, run regular partner reviews to identify growth opportunities and stalled relationships, and track key metrics including onboarding completion, time to activation, active partner counts, product usage, and commercial results. You will also work to improve onboarding materials, enablement practices, and partner engagement approaches by translating recurring partner issues into scalable solutions.
This role requires working cross-functionally with Sales, Product, Engineering, Marketing, Legal, and Finance to drive progress without formal authority. You will balance relationship building, structured planning, and hands-on problem solving in a rapidly evolving environment.
REQUIREMENTS:
- 8+ years of experience in partnerships, business development, partner or account management, enterprise sales, or related commercial roles in technology
- Demonstrated experience managing and growing a portfolio of B2B partners or accounts with measurable results in onboarding, adoption, retention, or commercial expansion
- Understanding of B2B business models, partner channels, and go-to-market strategies; experience with ISVs, technology platforms, services partners, or cloud marketplaces is a plus
- Strong business judgment and analytical skills to assess partner economics, prioritize portfolios, and build repeatable processes
- Ability to work across multiple functions, build trust with partner teams, and drive progress without formal authority
- Generalist mindset with curiosity about AI and ability to learn new products and markets quickly; comfort discussing integrations with technical teams
- Clear communication, sound negotiation skills, and reliable follow-through
