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OpenAI seeks an experienced ISV Partnerships Lead to build and scale the company's independent software vendor ecosystem. This is a senior leadership role on a small, fast-moving partnerships team responsible for shaping OpenAI's most strategic collaborations.
You will define ISV partnership strategy, priorities, and business goals while recruiting and managing a portfolio of high-impact software partners across horizontal and vertical applications. Key responsibilities include structuring and negotiating complex partnerships spanning product integration, model adoption, commercial terms, distribution, and joint go-to-market initiatives. You'll develop joint business plans and executive governance with strategic partners, helping them move from initial build through launch, customer adoption, expansion, and scaled consumption.
You will create repeatable co-build, co-sell, co-market, and marketplace motions, serving as the internal voice of ISVs to shape product requirements, developer experience, economics, and partner programs. You'll track partner pipeline, launches, adoption, consumption, customer impact, and ecosystem growth while establishing the team structure and operating model needed to scale the ISV business.
Ideal candidates bring 12+ years in technology partnerships, business development, platform ecosystems, or enterprise software, with proven experience leading strategic ISV relationships and negotiating complex product and commercial partnerships. You should have strong understanding of AI platforms, SaaS business models, cloud marketplaces, and enterprise go-to-market strategies. You'll demonstrate ability to manage a portfolio while personally driving highest-impact partnerships, with credibility across partner executives and internal cross-functional teams (product, engineering, sales, finance, legal, marketing). Strong strategic and commercial judgment, technical fluency, comfort operating through ambiguity, outstanding communication, executive presence, and cross-functional leadership in fast-moving tech environments are essential.
